Head of Deal Desk

About the role

Anthropic's Deal Desk sits at the center of how we turn commercial intent into signed, bookable business. As demand for Claude grows across every region, the deals themselves are getting larger, more structured, and more consequential — and the desk is what keeps them moving quickly without sacrificing pricing discipline, deal quality, or clean handoffs downstream. We already run this well in the Americas. This role builds and leads the equivalent outside it.

You'll own Deal Desk for our international business — EMEA and APAC — and lead a team of three. You'll be the commercial partner sales teams come to when a deal doesn't fit the standard shape: multi-year and consumption structures, non-standard pricing and discounting, complex commit and ramp terms, and the approvals that go with them. You'll make those deals faster to close and cleaner to book, and you'll be the point where regional nuance meets a consistent global standard rather than fragmenting away from it.

You'll partner closely with the global Deal Desk lead to keep one operating model across regions, while adapting it to the realities of selling in markets with different currencies, tax and entity structures, and buying norms. Internally you'll work shoulder to shoulder with Sales, Revenue Operations, Revenue Accounting, Legal, and Finance — translating between what the field needs to win and what the business needs to book cleanly. When those interests pull in different directions, you're often the person who resolves it.

This is a foundational role: you'll establish how Deal Desk operates across our international regions, and you'll hire, develop, and scale the team that runs it. If you want to build the commercial engine for a business growing this fast, in the regions where much of that growth is still ahead of us, this is the seat.

Key responsibilities

• Own Deal Desk for Anthropic's international business across EMEA and APAC — the operating model, the team, and the outcomes
• Lead, hire, and develop a team of three, and scale it as the international business grows
• Serve as the commercial partner to international sales teams on complex and non-standard deals, including pricing, discounting, multi-year and consumption structures, commit and ramp terms, and deal structuring
• Own the deal approval and review process for the region — clear thresholds, fast turnaround, and the right escalation paths — so that speed and pricing discipline aren't traded off against each other
• Partner with the global Deal Desk lead to maintain one consistent operating model across regions, adapting it to regional currency, tax, entity, and buying-norm differences rather than fragmenting from it
• Act as the validation point between deal creation and order management, ensuring quotes and signed order forms are structured to book cleanly and provision correctly
• Work across Revenue Operations, Revenue Accounting, Legal, and Finance to resolve the trade-offs that non-standard deals create, and to close gaps between what closes a deal and what books correctly
• Own the quality of Deal Desk inputs in Salesforce and CPQ for the region, and drive the process and tooling improvements that let the desk scale without adding friction
• Establish the metrics that show the desk is working — cycle time, approval turnaround, deal quality, and downstream booking accuracy — and hold the team to them

Minimum qualifications

• Are excited about Anthropic's mission to develop AI that is safe and beneficial
• Work effectively in fast-moving environments with high ambiguity, and are comfortable building process where little exists yet
• Have led a Deal Desk, deal management, or revenue operations function, and have structured complex, non-standard commercial deals directly
• Have managed people, and can hire, develop, and grow a team
• Understand the mechanics of deal structuring — pricing, discounting, multi-year and consumption models, commit and ramp terms — and the approval frameworks that govern them
• Have worked across Sales, Legal, Finance, and Revenue Accounting to move deals from quote to signed, bookable order
• Are fluent in the tooling of a modern GTM stack, including Salesforce and CPQ
• Communicate clearly and credibly with both field sales and internal control functions, and can resolve competing interests between them

Preferred qualifications

• Extensive experience running Deal Desk or revenue operations across international markets, ideally spanning both EMEA and APAC
• Have built or materially scaled a Deal Desk function, rather than only inheriting and running one
• Familiarity with the operational realities of selling internationally — multi-currency, multi-entity, and varied tax and invoicing requirements
• Experience with quote-to-order and order management processes and the handoffs between them
• Exposure to CPQ platforms such as nue.io, and to the systems and data that connect quoting to booking
• Have worked at a company that scaled significantly during your tenure, particularly through a period of rapid international growth
• Understanding of how enterprises evaluate and buy AI products, and how that shapes commercial structures

Annual Salary: 285000 - 285000 GBP