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Salary: USD 310,000 - 360,000 / annual
Anthropic is seeking a Head of Sales Excellence & Methodology to lead the maturation and transformation of its rapidly growing sales organization. In this leadership role, you will own the substance of sales enablement: defining the sales methodology, establishing standards for excellent selling, and driving organizational adoption across diverse customer segments (from startups to global enterprises) and geographies.
You will define a common way of selling that works across different customer types and lead the organization through adopting it. This requires earning sponsorship from senior sales leadership, equipping frontline managers to coach to the methodology, and building alongside sellers to ensure the methodology reflects how deals are actually won.
Key responsibilities include:
- Define, document, and evolve Anthropic's sales methodology and process standards (discovery, qualification, deal strategy, deal review) so sellers across segments and regions share a common language
- Design and run rollouts of methodology changes, securing executive sponsorship and clarifying expectations for each level of sales leadership
- Equip frontline managers to coach to the methodology in pipeline reviews, deal reviews, and forecasting, embedding it into the operating rhythm
- Sequence and deliver complex, multi-audience programs across geographies, segments, industries, and roles that scale globally while adapting to local or segment differences
- Develop content, frameworks, and standards collaboratively with sellers and sales leaders, testing on live deals before scaling
- Define leading and lagging indicators showing whether the methodology is changing seller behavior and outcomes, and act on the data
- Partner with Sales Leadership, Revenue Operations, Product, Marketing, and the wider Sales Enablement team to reflect the methodology in systems, messaging, and workflows
- Apply Claude and internal tooling to personalize coaching and reinforcement, scaling quality without proportional headcount growth
This is a leadership role for someone who has taken a sales organization through real transformation and can demonstrate that it changed behavior and results. You will set direction, build and lead a team, and stay close enough to the field to know when something is not working.
Minimum qualifications:
- Practitioner-level expertise in sales methodology and sales process design, including discovery, qualification, deal strategy, deal review, and forecasting
- Demonstrated experience leading a methodology or sales process change across a sales organization, with evidence of how seller behavior and results changed
- Experience running enablement or sales excellence programs spanning multiple geographies, segments, industries, or roles
- Track record of working directly with senior sales leaders and frontline managers to secure sponsorship for change, including holding a position constructively when disagreed with
- Experience building programs with sellers and sales leaders, testing on live deals, rather than handing down finished programs
- Ability to define and track adoption and impact measures that go beyond completion and satisfaction scores
- Clear communication skills, both written and verbal, with executive audiences
Preferred qualifications:
- Experience building and leading a team of senior enablement or sales excellence professionals
- Clear, experience-based view of where common sales methodologies break down in practice
- Prior experience carrying a quota or leading a sales team
- Experience at an AI company or enterprise technology company during rapid sales team scaling
- Hands-on experience using Claude or similar AI tools to automate or personalize coaching and reinforcement
- Experience selling or enabling the sale of complex technical products to both technical and business buyers
Minimum education: Bachelor's degree or equivalent combination of education, training, and/or experience. A field of study relevant to the role as demonstrated through coursework, training, or professional experience is required.
