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Anthropic is seeking an Enterprise Account Executive specializing in BFSI (Banking, Financial Services, and Insurance) to establish and lead the company's enterprise AI adoption across India's financial sector. This is a ground-up market-building role focused on securing transformative deals with leading banks, NBFCs, insurers, and fintechs while positioning Claude as a trusted AI partner for digital transformation in regulated financial environments.
You will be one of Anthropic's first industry specialists in India, responsible for developing BFSI-specific go-to-market strategies that account for RBI, IRDAI, and SEBI regulatory requirements, data localization needs, and sector compliance standards. Key responsibilities include:
- Establishing Anthropic's enterprise presence across India's BFSI sector, including public and private banks, NBFCs, insurers, asset managers, and fintechs
- Building relationships with CXOs, Chief Risk and Compliance Officers, digital transformation leaders, and innovation heads at top financial institutions
- Creating the India BFSI playbook for enterprise AI adoption, documenting scalable approaches
- Owning end-to-end sales cycles for complex, multi-stakeholder enterprise deals involving board-level decisions
- Driving strategic expansion within lighthouse accounts that serve as industry references
- Navigating procurement processes unique to Indian financial institutions, including vendor risk assessments, rate contracts, empanelment procedures, and multi-year agreements
- Collaborating with system integrators and consulting partners who influence technology decisions
- Co-innovating with customers to develop BFSI use cases (vernacular customer service, fraud detection, credit underwriting, automated compliance reporting)
- Understanding sector-specific challenges such as financial inclusion, legacy core banking modernization, and data security
- Positioning AI within Digital India initiatives and financial sector modernization programs
- Ensuring successful deployments that scale from proof-of-concept to enterprise-wide implementation
- Partnering with global product teams to prioritize features critical for Indian financial institutions (multi-language support, data residency, auditability, local system integration)
- Collaborating with legal and compliance teams on India's evolving AI and data protection regulations
- Providing market intelligence on competitive dynamics, pricing expectations, and emerging BFSI use cases
- Building internal alignment between Anthropic's global strategy and India's market requirements
The role is based in Bangalore, Mumbai, or NCR with travel across India. Anthropic expects staff to be in office at least 25% of the time under a hybrid policy.
REQUIREMENTS:
- 15+ years of enterprise sales experience in the Indian market with proven track record of closing large, complex deals, ideally in BFSI sector
- Deep understanding of how Indian financial institutions operate, including decision-making processes, budget cycles, and stakeholder dynamics
- Experience selling transformational technology (Cloud, AI/ML, Digital Transformation platforms) to Indian enterprises
- Established relationships with senior executives across banks, NBFCs, insurers, or fintechs
- Understanding of Indian regulatory landscape, including RBI, NSE, IRDAI, SEBI requirements, data protection laws, and sector-specific compliance
- Consultative selling expertise with ability to position AI as strategic business driver
- Complex deal structuring experience, including multi-year contracts, phased deployments, and outcome-based pricing
- Technical acumen to engage credibly with CTOs, architects, and data science teams
- Cross-cultural communication skills to work effectively with Indian stakeholders and global teams
- Entrepreneurial mindset and ability to build market from scratch with limited local resources
- Patient yet persistent approach to long enterprise sales cycles while maintaining momentum
- Bachelor's degree or equivalent combination of education, training, and professional experience
PREFERRED QUALIFICATIONS:
- Experience selling directly into large Indian banks, insurers, or financial conglomerates
- Relationships with Indian system integrators (TCS, Infosys, Wipro, HCL), particularly their BFSI practices
- Familiarity with Indian business groups and conglomerates and decision-flow dynamics
- Track record of first-in-market roles or launching new products in India
- Domain expertise in UPI payments, core banking systems, KYC/AML compliance, Aadhaar integration, or insurance underwriting
- Knowledge of government initiatives such as Digital India and their impact on financial sector technology adoption
- Experience navigating public sector bank and PSU sales processes
