Head of Enterprise Sales - Industries, ANZ at Anthropic

About the Role

As the Head of Enterprise Sales, Industries ANZ at Anthropic, you will spearhead the strategic development and execution of our AI products, including Claude, across Australia and New Zealand. This role represents a critical leadership position in expanding Anthropic's presence in one of the world's most sophisticated and rapidly evolving technology markets.

You will establish and lead a specialised team of enterprise sales professionals across the ANZ region, creating our foundational sales infrastructure for the enterprise customer segment. After successfully establishing our regional presence, this role will likely evolve to focus on specific verticals or sub-segments as we scale our ANZ operations.

Your responsibilities will encompass building the sales team, developing strategic partnerships with enterprise customers, collaborating with our Product team to ensure regional market fit, and maintaining alignment with our global headquarters strategy. This position requires deep enterprise sales expertise — preferably with exposure to AI technologies — and the ability to navigate the regulatory, commercial, and cultural landscape of the Australian and New Zealand markets.

Responsibilities

• Develop and execute a comprehensive ANZ go-to-market strategy for enterprise customers across key industry verticals
• Build and lead a high-performing, sustainable enterprise sales team and motion across Australia and New Zealand, including executing against a predefined list of strategic target accounts
• Establish strategic partnerships with major technology partners and cloud providers active in the ANZ market
• Collaborate with Product, Marketing, and Customer Success teams to adapt Anthropic's offerings for the ANZ market
• Conduct market analysis to identify opportunities and refine our regional approach across key verticals (financial services, resources, healthcare, government, retail, and more)
• Navigate complex, multi-stakeholder sales processes within large organisations
• Craft and execute strategies to differentiate Anthropic and capture market share, addressing the unique challenges of being a second-mover in the AI industry
• Ensure alignment between regional operations and global corporate strategy, representing ANZ's priorities to local and global leadership
• Represent Anthropic with key customers and across partner events, communicating our trust and safety principles effectively
• Ensure our trust and safety principles are effectively communicated to enterprise clients across the region

You May Be a Good Fit If You Have

• 15+ years of experience in enterprise sales, with at least 5+ years in leadership roles managing large-scale sales operations for Industries across ANZ
• A proven track record of success in enterprise sales, particularly in selling technical API products, cloud services, or SaaS solutions
• Experience selling through partner sales motions and ideally through cloud partners (AWS, Azure, Google Cloud)
• Demonstrated ability to build and scale enterprise sales teams in a high-growth environment
• Successfully sold into Australia's and New Zealand's leading enterprises, financial institutions, government agencies, and digital-native organisations
• A history of creative problem-solving and persistence in competitive markets
• Deep knowledge of the enterprise tech industry, particularly in areas like cloud services, data management, or AI
• Excellence in building internal champions within client organisations
• A desire to build trust and experience overcoming significant market challenges

Ideal Candidate Profile

The successful candidate will possess both strategic vision and operational excellence, with the ability to navigate the diverse enterprise landscape across Australia and New Zealand. You will be responsible for establishing Anthropic

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