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Anthropic is seeking its first Pre-Sales Program Lead to build and scale the programs that drive Forward Deployed Engineering from opportunity identification through contract signature. This is a foundational role with high autonomy, reporting directly to Forward Deployed Engineering leadership.
You will own the end-to-end pre-sales function, including pipeline qualification and management, prioritization frameworks across commercial/research/mission-oriented deals, and the pursuit-to-signature process. Key responsibilities include designing and refining pre-sales programs that manage a high-velocity portfolio; establishing prioritization heuristics that balance competing deal types; personally leading complex, high-stakes pursuits while building scalable programs for the growing team; defining scoping, proposal, approvals, and legal/finance workflows; managing partner coordination (handoffs, teaming, subcontracting); defining handoff processes to the Post-Sale Programs Lead; establishing metrics and dashboards for pipeline health and conversion; codifying playbooks and self-service programs; integrating Claude AI into proposals and pipeline tracking; and partnering across Sales, Partnerships, Legal, Finance, and Product.
You bring 7+ years building or scaling pre-sales in services/consulting/professional services, with experience owning qualification, prioritization, and forecasting across concurrent pursuits. You have technical fluency sufficient to scope and defend AI/software services work with engineering leaders and technical buyers. You've taken complex deals through contracting with legal, finance, and procurement stakeholders. You've designed programs, playbooks, or cadences that others actually adopted and ran. You're analytically strong—fluent with data, able to stand up metrics and reporting from scratch, and using them to drive decisions. You communicate clearly with engineers and executives, influence across functions without authority, and thrive in high-ambiguity environments building from scratch.
Preferred: experience with partner-involved deal motions (subcontracting, co-delivery, teaming, channels); being a first programs/operations hire at a scaling company; hiring and leading programs/operations teams; background in AI or technical professional services.
