Head of Sales Excellence & Methodology

Head of Sales Excellence & Methodology at Anthropic – San Francisco, CA, USA, New York, USA
Anthropic is redefining AI safety and responsible innovation, and the Head of Sales Excellence & Methodology will be the catalyst that transforms our go‑to‑market engine into a world‑class, data‑driven engine of growth. Reporting directly to the VP of Revenue, you will design, implement, and continuously refine the sales processes, methodologies, and enablement programs that empower our global sales teams to close high‑impact enterprise deals faster and more predictably. Your work will directly influence Anthropic’s market leadership, revenue velocity, and the ability to scale responsibly across verticals such as finance, healthcare, and government. With a clear path to senior leadership, you will shape the future of sales excellence while partnering with product, engineering, and customer success to embed a culture of relentless improvement and customer obsession.

Key responsibilities and required skills:
- Define and own a scalable sales methodology (e.g., MEDDPICC, Challenger) that aligns with Anthropic’s AI‑centric value proposition.
- Build and lead a high‑performing sales operations team that delivers real‑time analytics, forecasting accuracy, and pipeline health dashboards.
- Design and roll out enablement programs—including onboarding, certification, and continuous learning—that accelerate ramp time and boost win rates.
- Partner with GTM leadership to translate market insights into actionable territory planning, quota setting, and compensation design.
- Implement rigorous performance metrics, A/B testing of sales tactics, and continuous improvement loops using CRM and BI tools.
- Coach senior account executives and enterprise sales leaders, fostering a data‑driven, consultative selling culture.
- Champion cross‑functional collaboration with product, legal, and compliance to ensure sales motions meet regulatory and safety standards.

The ideal candidate brings 10+ years of sales operations or methodology leadership in high‑growth tech, deep expertise in AI/ML or enterprise software, and a proven track record of scaling sales productivity by double‑digit percentages. You excel at translating complex data into clear action plans, possess strong influencing and storytelling abilities, and thrive in fast‑paced, ambiguous environments. Your toolkit includes advanced CRM (Salesforce), analytics platforms (Tableau, Looker), and a mastery of modern sales enablement tech stacks.

Why join Anthropic? Our culture is built on curiosity, rigorous safety standards, and a relentless focus on impact—values that resonate with innovators who want to shape the future of AI responsibly. As Head of Sales Excellence & Methodology, you will be at the nexus of strategy and execution, gaining visibility with the executive team and the chance to drive enterprise‑level transformation. Anthropic offers unparalleled access to cutting‑edge AI research, continuous learning programs, and a supportive environment that rewards bold ideas. With offices in San Francisco, CA, USA, and New York, USA, you’ll work alongside world‑class talent in a hybrid setting that balances flexibility with collaboration. This is a rare opportunity to leave a lasting imprint on a mission‑driven leader in the AI industry while accelerating your own leadership trajectory.