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Anthropic is seeking a Strategic Pursuits Lead to orchestrate the company's largest and most complex enterprise deals. This elite individual contributor role focuses on end-to-end management of strategic pursuits typically valued at $XXM+ in lifetime value, primarily with Fortune 100 companies and global institutions.
You will serve as the strategic quarterback for high-stakes engagements, owning C-suite relationships and discussions while partnering closely with account teams and field leadership. Your responsibilities include designing sophisticated account strategies that position Claude as mission-critical infrastructure, navigating multi-stakeholder decision processes across technical, business, legal, security, and procurement functions, and coordinating cross-functional resources including sales, partnerships, technical specialists, and executive sponsors.
Key responsibilities include leading end-to-end orchestration of strategic enterprise pursuits, owning C-suite relationships in partnership with account teams, designing account strategies for enterprise transformation, navigating complex multi-stakeholder decisions, partnering with product and research teams on custom solutions, coordinating cross-functional pursuit resources, developing innovative commercial structures and deployment models, driving competitive differentiation against incumbents, codifying successful approaches into reusable playbooks, and representing Anthropic in high-stakes negotiations with global business leaders.
You should have 15+ years of progressive enterprise technology experience with at least 7+ years personally leading strategic deals or major account pursuits. A proven track record of closing multiple $50M-100M+ enterprise technology deals with Fortune 100 companies as the primary deal owner is essential. Deep expertise in complex B2B sales cycles involving C-suite engagement, technical validation, and cross-functional coordination is required. Additional qualifications include demonstrated ability to architect sophisticated solutions, strong understanding of enterprise AI/ML deployment models and cloud infrastructure, exceptional strategic thinking, outstanding executive presence, experience navigating Fortune 500 procurement and compliance processes, and a track record of winning highly competitive pursuit scenarios.
The role reports directly to the Head of Strategic Pursuits and requires at least 25% in-office time at either the San Francisco or New York City office.
