Head of Sales Excellence & Methodology (AI)

Location: San Francisco, CA or New York City, NY; hybrid policy requiring staff to work from one of the offices at least 25% of the time, with some roles requiring more office time.

Annual OTE compensation: $310,000–$360,000 USD.

Company

Anthropic builds reliable, interpretable, and steerable AI systems intended to be safe and beneficial for users and society.

What you will do

• Define, document, and evolve the sales methodology and process standards covering discovery, qualification, deal strategy, deal review, and forecasting.
• Design and deliver methodology rollouts across geographies, segments, industries, and roles, securing executive sponsorship and reinforcing adoption.
• Equip frontline managers to coach methodology during pipeline reviews, deal reviews, and forecasting.
• Develop content, frameworks, and standards with sellers and sales leaders, testing them on live deals before scaling.
• Define leading and lagging indicators for seller behavior and business outcomes, then act on the data.
• Partner with Sales Leadership, Revenue Operations, Product, Marketing, and Sales Enablement to embed methodology in systems, messaging, and workflows; use Claude and internal tooling to personalize coaching and reinforcement.

Requirements

• Practitioner-level expertise in sales methodology and sales process design, including discovery, qualification, deal strategy, deal review, and forecasting.
• Experience leading a methodology or sales process change across a sales organization and demonstrating changes in seller behavior and results.
• Experience running enablement or sales excellence programs across multiple geographies, segments, industries, or roles.
• Experience working directly with senior sales leaders and frontline managers to secure sponsorship for change, including constructively maintaining a position during disagreement.
• Experience building programs with sellers and sales leaders and testing them on live deals rather than handing down finished programs.
• Experience defining and tracking adoption and impact measures beyond completion and satisfaction scores.
• Clear written and verbal communication with executive audiences.
• Bachelor’s degree or equivalent combination of education, training, and experience; relevant field of study demonstrated through coursework, training, or professional experience.
• Years of experience must align with the internal job-level requirements.

Nice to have

• Experience building and leading a team of senior enablement or sales excellence professionals.
• An 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 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.

Culture & Benefits

• Collaborative environment focused on trustworthy, steerable AI and long-term impact.
• Competitive compensation and benefits with optional equity donation matching.
• Generous vacation and parental leave.
• Flexible working hours and office-based collaboration.
• Visa sponsorship may be available, with reasonable efforts and immigration lawyer support for offered candidates.