Account Executive Manager

About the role

As the leader of one of our Enterprise FSI sales teams, you will build and lead teams that bring transformational AI to the world’s leading financial institutions - banks, insurers, capital markets and asset management firms, and payments and fintech companies. These are organizations rethinking how they underwrite risk, serve customers, move money, and meet regulatory obligations - and they’re looking for a partner they trust to take frontier AI from promising pilots into production at the core of their business.

You’ll own a broad portfolio of major financial institutions at very different stages of AI adoption, from organizations already running Claude in production to those just beginning their journey. You will lead Enterprise Account Executives, design the coverage and territory model, and build the repeatable, vertical-specific plays that turn early wins into durable, scaled adoption. The selling is technical and multi-stakeholder - platform decisions, model governance, security and procurement rigor, and solutions built on Claude through our API, Claude for Enterprise, Claude Code, and partner cloud platforms - and you’ll shape strategy and operating rhythm while staying personally engaged with executives on the pursuits that matter most.

This is a rare opportunity to build an organization, not just run a number: to shape how the financial services industry adopts frontier AI, and to do it at a company where safety, trust, and long-term customer outcomes are central to how we sell.

Key responsibilities:

• Define FSI go-to-market strategy and coverage design, including segmentation, territories, account prioritization, and vertical value propositions, and evolve the coverage model as the business scales

• Recruit, coach, and retain Enterprise & Strategic Account Executives with deep financial-services and platform-selling expertise; develop talent and create career paths that keep top performers growing

• Codify the use cases, proof points, reference stories, and sales motions that make wins repeatable within each financial-services vertical, partnering with Marketing, Enablement, and partner teams to scale them

• Engage personally with C-level executives on priority pursuits, building business cases and value narratives and navigating complex procurement, security, model-risk, and legal processes through to production deployment and expansion

• Own the team’s revenue targets and operating rhythm, instilling pipeline-generation discipline and running forecasting, deal inspection, and account planning cadences that make performance predictable and coachable across a high-volume book of business

• Partner closely with Applied AI, Solutions Architecture, and Product to design solutions, prove value quickly, and translate financial-services needs into product and roadmap input

• Orchestrate cross-functional and partner motions with Customer Success, Marketing, Partnerships, Legal, and cloud partners to deliver a seamless customer experience, and represent Anthropic with customers and at industry events as a visible, trusted leader

Minimum qualifications:

• Experience leading enterprise sales teams that sell technical, complex products such as API-first platforms, cloud infrastructure, or data and machine learning platforms

• A track record of winning and growing enterprise customers, including building C-suite relationships, in financial services (banking, insurance, capital markets & asset management, or payments & fintech)

• Experience designing go-to-market coverage for an enterprise sales team, including segmentation, territories, and account prioritization

• Operational rigor across both a high-volume pipeline and complex, multi-stakeholder sales cycles, balancing velocity with deal quality and forecasting accurately in fast-changing environments

• Credibility with technical buyers and builders — CIOs, CTOs, CDOs, Heads of AI/ML — and experience pairing effectively with solutions architects and applied AI teams

• Strong coaching skills that raise team performance through deal coaching and account strategy, combined with personal effectiveness alongside executives on high-priority opportunities

• A genuine interest in deploying AI responsibly and motivation to advance Anthropic’s mission of building safe, beneficial AI

Preferred qualifications:

• Experience leading other sales leaders (second-line management), or demonstrated readiness to step into that scope

• Experience building or meaningfully scaling a verticalized or multi-segment sales organization

• Experience bringing generative AI or LLM-based products, or other emerging platform technologies, to large financial institutions

• Deep familiarity with regulated-industry selling — model-risk management, regulatory and compliance-driven procurement, security review, and the governance expectations of financial institutions

• Experience selling with and through cloud and ecosystem partners such as AWS, Google Cloud, and global systems integrators

• Familiarity with consumption- or usage-based commercial models and value-based pricing conversations

• Experience leading organizations through rapid growth, re-segmentation, or significant change

Annual Salary: 450000 - 550000 USD