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Anthropic is seeking a Head of Deal Desk for International (EMEA and APAC) to build and lead the commercial operations function outside the Americas. This is a foundational role establishing how Deal Desk operates across international regions.
You will own the complete Deal Desk function for Anthropic's international business, leading a team of three and scaling it as the business grows. You'll serve as the commercial partner to international sales teams on complex, non-standard deals—including multi-year and consumption structures, non-standard pricing and discounting, complex commit and ramp terms, and deal approvals. Your responsibilities include establishing the operating model, approval processes, and metrics that ensure deals close quickly without sacrificing pricing discipline or booking quality.
Key responsibilities:
- Own Deal Desk operations, team, and outcomes across EMEA and APAC
- Lead, hire, and develop a team of three; scale as business grows
- Partner with sales on complex deal structuring, pricing, and approval workflows
- Establish clear approval thresholds and fast turnaround processes
- Maintain one consistent global operating model while adapting to regional currency, tax, entity, and buying-norm differences
- Validate deals from creation through order management to ensure clean booking and provisioning
- Work across Revenue Operations, Revenue Accounting, Legal, and Finance to resolve trade-offs in non-standard deals
- Own data quality in Salesforce and CPQ; drive process and tooling improvements
- Establish and track metrics: cycle time, approval turnaround, deal quality, downstream accuracy
You'll work shoulder-to-shoulder with the global Deal Desk lead, sales teams, and internal control functions, translating between field needs and business requirements. This role is ideal for someone who wants to build the commercial engine for a fast-growing AI company in regions where significant growth is ahead.
Required: Deal Desk, deal management, or revenue operations leadership experience with hands-on structuring of complex commercial deals. People management experience with ability to hire and develop teams. Deep understanding of deal mechanics—pricing, discounting, multi-year/consumption models, commit/ramp terms, approval frameworks. Cross-functional experience with Sales, Legal, Finance, and Revenue Accounting. Fluency in Salesforce and CPQ. Ability to communicate credibly with field sales and control functions while resolving competing interests.
Preferred: Extensive international Deal Desk or revenue operations experience spanning EMEA and APAC. Track record building or materially scaling a Deal Desk function from the ground up. Familiarity with multi-currency, multi-entity, and international tax and invoicing requirements.
