Enterprise Account Executive, Insurance at Anthropic

About the role

As an Enterprise Account Executive at Anthropic, you'll join the foundational team at the forefront of introducing our cutting-edge AI productivity API and SaaS solutions to insurance organisations across the EMEA markets. You'll drive the adoption of safe, frontier AI by securing strategic deals with insurers, reinsurers, brokers and MGAs. You'll leverage your consultative sales expertise in the insurance sector to propel revenue growth while becoming a trusted partner to insurance stakeholders, helping them embed and deploy AI while uncovering its full range of capabilities in underwriting, claims handling, and distribution. In collaboration with GTM, Product, and Marketing teams, you'll continuously refine our value proposition, sales methodology, and market positioning to resonate with insurance decision-makers.

The ideal candidate will have a passion for developing new market segments, pinpointing high-potential opportunities, and executing strategies to capture them. By driving deployment of Anthropic's emerging products, you will help enterprises obtain new capabilities while also advancing the ethical development of AI.

Responsibilities:

• Win new business and drive revenue for Anthropic within the insurance sector. Navigate complex insurance organisations to reach key decision-makers, educate them about our services, and help them succeed with Anthropic. You'll own the full sales cycle, from first outbound to close
• Design and execute innovative sales strategies tailored to insurance procurement cycles, vendor risk assessment, and budgeting processes to meet and exceed revenue quotas. Analyse insurance market landscapes, trends, and dynamics to translate high-level plans into targeted sales activities and campaigns
• Spearhead market expansion by identifying new use cases within underwriting teams, claims operations, actuarial functions, and distribution channels. Collaborate cross-functionally to differentiate our offerings for insurance applications
• Navigate complex insurance stakeholder ecosystems including executives, underwriting and claims leadership, IT departments, risk and compliance functions, and procurement offices to build consensus
• Inform product roadmaps and features by gathering feedback from users and conveying insurance market needs. Provide insights that strengthen our value proposition for insurance
• Continuously refine the insurance sales methodology by incorporating learnings into playbooks, templates, and best practices. Identify process improvements that optimise sales productivity and consistency

You may be a good fit if you have:

• 8+ years of B2B sales experience in SaaS, API solutions, or emerging technologies
• A track record of managing complex sales cycles within insurance organisations and securing strategic deals by understanding both technical requirements and insurance use cases
• Demonstrated ability to navigate insurance organisational structures and procurement processes, building consensus among diverse stakeholders including executives, underwriting and claims leadership, and IT departments
• Extensive experience negotiating complex agreements within insurance procurement frameworks, vendor risk and third-party assurance policies
• Proven experience exceeding revenue targets by effectively managing an evolving pipeline and sales process
• Excellent communication skills and the ability to present confidently to various insurance audiences, from underwriters and claims managers to senior executives
• Deep understanding of insurance buying cycles, decision-making processes, and key pain points, including the regulatory environment insurers operate within
• A strategic, analytical approach to assessing the insurance market combined with creative, tactical execution to capture opportunities
• A passion for and/or experience with advanced AI systems and their applications. You feel strongly about ensuring frontier AI systems are developed safely and ethically for insurance use