The opportunity
Anthropic's sales organization is growing quickly across segments, industries, and geographies, and how we sell has to mature as fast as the team does. We are looking for a Head of Sales Excellence & Methodology to own the substance of sales enablement at Anthropic: the sales…
What you'll do
Define, document, and evolve Anthropic's sales methodology and process: standards, including discovery, qualification, deal strategy, and deal review, so that sellers in every segment and region share a common language
Design and run the rollout and reinforcement of methodology changes across: the sales organization, securing executive sponsorship and making clear what is expected of each level of sales leadership
Equip frontline managers to coach to the methodology in pipeline reviews,: deal reviews, and forecasting, so that it becomes part of the operating rhythm
Sequence and deliver complex, multi-audience programs across geographies,: segments, industries, and roles that scale globally while adapting where local or segment differences matter
Develop content, frameworks, and standards together with sellers and sales: leaders, testing them on live deals before scaling
Define the leading and lagging indicators that show whether the methodology: is changing seller behavior and outcomes, and act on what the data shows
What they're looking for
- Partner with Sales Leadership, Revenue Operations, Product, Marketing, and: the wider Sales Enablement team so the methodology is reflected in systems, messaging, and day-to-day workflows
- Apply Claude and internal tooling to personalize coaching and reinforcement,: so that quality does not depend on headcount
- Practitioner-level expertise in sales methodology and sales process design,: including discovery, qualification, deal strategy, deal review, and forecasting
- Have led a methodology or sales process change across a sales organization,: and can show how seller behavior and results changed as a result
