Sales Director, Enterprise

<div class="content-intro"><h2><strong>About Anthropic</strong></h2> <p>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.</p></div><h2 class="heading"><strong>About the role</strong></h2> <p>In this role, you'll lead a team of Account Executives driving the adoption of safe, frontier AI with top enterprises across Japan. This role is critical to Anthropic's APAC expansion.</p> <p>You'll leverage your leadership expertise to propel revenue growth while developing a high-performing team. Working closely with Applied AI Engineering, Product, GTM, and Marketing teams, you'll help enterprise customers deploy AI solutions and refine our market positioning for Japan.</p> <p>The ideal candidate will have a deep understanding of Japanese business culture, a passion for developing people, and the ability to navigate Japan's consensus-driven sales environment.</p> <h2 class="heading"><strong>Responsibilities:</strong></h2> <ul> <li> <p>Build and lead a high-performing team of Account Executives, providing coaching, mentorship, and guidance to drive team success</p> </li> <li> <p>Develop and implement sales strategies tailored to enterprise procurement cycles and budgeting processes to meet and exceed team revenue quotas</p> </li> <li> <p>Create and maintain accurate forecasts, pipeline management, and reporting while ensuring data integrity in CRM systems</p> </li> <li> <p>Partner with Enablement to develop training programs and resources that accelerate AE ramp time and effectiveness, with focus on Japanese enterprise buying cycles and decision-making processes</p> </li> <li> <p>Work closely with Applied AI Engineering teams to demonstrate technical capabilities pre-sales and optimize solutions post-sales</p> </li> <li> <p>Enable your team to have credible technical conversations about AI applications while maintaining appropriate guardrails</p> </li> <li> <p>Build strong partnerships across the organization to drive strategic initiatives</p> </li> <li> <p>Identify and execute on new market opportunities and use cases for Anthropic's AI solutions across enterprise segments</p> </li> <li> <p>Help your team navigate complex enterprise stakeholder ecosystems including executives, IT departments, and procurement offices to build consensus</p> </li> </ul> <h2 class="heading"><strong>You may be a good fit if you have:</strong></h2> <ul> <li> <p>15+ years of enterprise sales experience, preferably driving adoption of SaaS or emerging technologies</p> </li> <li> <p>5+ years of sales leadership experience within the Enterprise segment</p> </li> <li> <p>Proven track record of building and leading high-performing sales teams selling into large enterprises, with demonstrated success in coaching and developing AEs</p> </li> <li> <p>Experience establishing and scaling sales processes, tools, and methodologies in fast-growing organizations</p> </li> <li> <p>Strong technical acumen with ability to enable credible AI conversations</p> </li> <li> <p>Track record of successful partnership with technical teams throughout the customer journey</p> </li> <li> <p>Deep understanding of enterprise buying cycles, procurement frameworks, and common pain points across industries</p> </li> <li> <p>Demonstrated ability to navigate complex, multithreaded sales cycles across diverse stakeholder groups and drive cross-functional initiatives</p> </li> <li> <p>Experience managing complex enterprise sales cycles and helping AEs secure strategic deals</p> </li> <li> <p>Excellent communication skills and ability to build relationships across all levels, from individual contributors to C-suite executives</p> </li> <li> <p>Strategic approach to market analysis combined with tactical excellence in execution</p> </li> <li> <p>Passion for AI technology and commitment to its safe, responsible development</p> </li> <li> <p>Business-level Japanese required; English proficiency strongly preferred</p> </li> </ul><div class="content-c