Strategic Pursuits Lead – Enterprise RevOps

About the role

Anthropic is seeking a Strategic Pursuits Lead to act as the elite individual contributor driving its most complex enterprise engagements. You will serve as the strategic quarterback for high‑stakes pursuits with Fortune 100 companies, owning C‑suite relationships while collaborating closely with account teams and field leadership.

Key responsibilities

• Lead end‑to‑end orchestration of strategic enterprise pursuits valued at $XXXM+ in potential lifetime value.
• Own C‑suite relationships and discussions, partnering with account teams and field leadership.
• Design and execute sophisticated account strategies positioning Claude as mission‑critical infrastructure.
• Navigate multi‑stakeholder decision processes across technical, business, legal, security, and procurement functions.
• Partner with product and research teams to shape custom solutions and influence roadmap priorities.
• Coordinate cross‑functional resources including sales, partnerships, technical specialists, and executive sponsors.
• Develop innovative commercial structures, deployment models, and partnership frameworks.
• Drive competitive differentiation in head‑to‑head pursuits against established incumbents.
• Codify successful approaches into reusable playbooks and ensure smooth hand‑off to account teams.
• Represent Anthropic in high‑stakes negotiations and executive forums.

Required profile

• 15+ years of progressive experience in enterprise technology.
• At least 7 years personally leading strategic deals or major account pursuits.
• Proven track record closing multiple $50M‑100M+ enterprise technology deals with Fortune 100 companies as primary deal owner.
• Deep expertise in complex B2B sales and multi‑stakeholder negotiations.

Required skills