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Anthropic is seeking a Head of Deal Desk for its international business (EMEA and APAC). This is a foundational leadership role responsible for building and scaling the deal desk function across regions outside the Americas.
You will own the complete Deal Desk operation for international markets, leading a team of three and scaling it as the business grows. The role sits at the intersection of sales, finance, legal, and revenue operations—serving as the commercial partner that enables complex, non-standard deals to close faster while maintaining pricing discipline and clean booking.
Key responsibilities include:
- Leading and developing the international Deal Desk team
- Establishing the operating model, approval processes, and metrics for the region
- Partnering with international sales teams on complex deal structuring (multi-year contracts, consumption models, commit and ramp terms, non-standard pricing)
- Maintaining alignment with the global Deal Desk lead while adapting to regional differences in currency, tax, entity structures, and buying norms
- Resolving trade-offs between deal closure and clean booking across Revenue Operations, Revenue Accounting, Legal, and Finance
- Owning deal quality in Salesforce and CPQ, driving process and tooling improvements
- Establishing and tracking metrics: cycle time, approval turnaround, deal quality, downstream accuracy
You should have direct experience leading a Deal Desk or revenue operations function, structuring complex commercial deals, and managing people. You must understand deal mechanics (pricing, discounting, multi-year/consumption models, commit/ramp terms), be fluent in Salesforce and CPQ, and have worked cross-functionally with Sales, Legal, Finance, and Revenue Accounting. International experience—ideally spanning both EMEA and APAC—and a track record of building (not just inheriting) a Deal Desk function are strongly preferred.
