Enterprise Account Executive, Energy & Utilities

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About Anthropic

Anthropic’s mission is to create reliable, interpretable, and steerable AI systems. We want AI to be safe and beneficial for our users and for society as a whole. Our team is a quickly growing group of committed researchers, engineers, policy experts, and business leaders working together to build beneficial AI systems.

About the role

As an Enterprise Account Executive at Anthropic, you'll join the foundational team at the forefront of introducing our cutting-edge AI productivity SaaS solution to large enterprise organizations across DACH. You'll drive the adoption of safe, frontier AI by securing strategic deals with major corporations, technology companies, and research institutions. You'll leverage your consultative sales expertise in the enterprise sector to propel revenue growth while becoming a trusted partner to enterprise stakeholders, helping them embed and deploy AI while uncovering its full range of capabilities across business operations, research, and administration. In collaboration with GTM, Product, and Marketing teams, you'll continuously refine our value proposition, sales methodology, and market positioning to resonate with enterprise decision-makers in the German market.

Responsibilities:

Win new business and drive revenue for Anthropic within the enterprise sector across DACH. Navigate complex enterprise organizations to reach key decision-makers, educate them about our services, and help them succeed with Anthropic. You'll own the full sales cycle, from first outbound to close

Design and execute innovative sales strategies tailored to enterprise procurement cycles and budgeting processes to meet and exceed revenue quotas. Analyze enterprise market landscapes, trends, and dynamics to translate high-level plans into targeted sales activities and campaigns

Spearhead market expansion by identifying new use cases within enterprise departments, innovation centers, and operational offices. Collaborate cross-functionally to differentiate our offerings for enterprise applications

Navigate complex enterprise stakeholder ecosystems including executives, administrators, IT departments, and procurement offices to build consensus across DACH business culture and practices

Inform product roadmaps and features by gathering feedback from enterprise users and conveying market needs from the German enterprise landscape. Provide insights that strengthen our value proposition for enterprise customers

Continuously refine the enterprise sales methodology by incorporating learnings into playbooks, templates, and best practices. Identify process improvements that optimize sales productivity and consistency

You may be a good fit if you have:

Native German speaker with excellent written and verbal communication skills in German and English

7+ years of B2B sales experience in enterprise technology, preferably in SaaS or emerging technologies

Specialised sales industries experience: Energy & Utilities

A track record of managing complex sales cycles within large enterprise organizations and securing strategic deals by understanding both technical requirements and business use cases

Demonstrated ability to navigate enterprise bureaucracies and procurement processes, building consensus among diverse stakeholders including executives, administrators, and IT departments

Extensive experience negotiating complex agreements within enterprise procurement frameworks and policies

Proven experience exceeding revenue targets in the enterprise sector by effectively managing an evolving pipeline and sales process

Excellent communication skills and the ability to present confidently to various enterprise audiences, from technical teams and business analysts to senior executives

Deep understanding of enterprise buying cycles, decision-making processes, and key pain points, particularly within the German market

A strategic, analytical approach to assessing the enterprise market combined with creative, tactical execution to capture opportunities

A passion for and/or experience with advanced AI systems and their applications in enterprise environments. You feel strongly about ensuring frontier AI systems are developed safely and ethically for business use

What We Offer:

Competitive base salary and commission structure

Equity participation in Anthropic's growth

Opportunity to shape the AI industry in DACH and EMEA

Professional development and career growth opportunities

Location: Munich, Germany (hybrid working available)

Logistics

• Minimum education: Bachelor’s degree or an equivalent combination of education, training, and/or experience
• Required field of study: A field relevant to the role as demonstrated through coursework, training, or professional experience
• Minimum years of experience: Years of experience required will correlate with the internal job level requirements for the position
• Location-based hybrid policy: Currently, we expect all staff to be in one of our offices at least 25% of the time. However, some roles may require more time in our offices.
• Visa sponsorship: We do sponsor visas! However, we aren't able to successfully sponsor visas for every role and every candidate. But if we make you an offer, we will make every reasonable effort to get you a visa, and we retain an immigration lawyer to help with this.

Your safety matters to us. To protect yourself from potential scams, remember that Anthropic recruiters only contact you addresses. In some cases, we may partner with vetted recruiting agencies who will identify themselves as working on behalf of Anthropic. Be cautious of emails from other domains. Legitimate Anthropic recruiters will never ask for money, fees, or banking information before your first day. If you're ever unsure about a communication, don't click any links—visit /careers directly for confirmed position openings.

How we're different

We believe that the highest-impact AI research will be big science. At Anthropic we work as a single cohesive team on just a few large-scale research efforts. And we value impact — advancing our