Manager, Account Executive - Financial Services

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 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

The annual compensation range for this role is listed below.

For sales roles, the range provided is the role’s On Target Earnings ("OTE") range, meaning that the range includes both the sales commissions/sales bonuses target and annual base salary for the role.

$450,000 — $550,000 USD

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.

We encourage you to apply even if you do not believe you meet every single qualification. Not all strong candidates will meet every single qualification as listed.

Research shows that people who identify as being from underrepresented groups are more prone to experiencing imposter syndrome and doubting the strength of their candidacy, so we urge you not to exclude yourself prematurely and to submit an application if you're interested in this work.

We think AI systems like the ones we're building have enormous social and ethical implications. We think this makes representation even more important, and we strive to include a range of diverse perspectives on our team.