The posting
About Anthropic
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.
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 retail organisations across France. You'll drive the adoption of safe, frontier AI by securing strategic deals with retail, grocery, fashion, and e-commerce companies. You'll leverage your consultative sales expertise in the retail sector to propel revenue growth while becoming a trusted partner to retail stakeholders, helping them embed and deploy AI while uncovering its full range of capabilities in merchandising and supply chain, store operations, e-commerce and marketing, and customer service. In collaboration with GTM, Product, and Marketing teams, you'll continuously refine our value proposition, sales methodology, and market positioning to resonate with retail 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 retail sector. Navigate complex retail 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 retail procurement cycles, trading calendars and budgeting processes to meet and exceed revenue quotas. Analyse retail 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 merchandising and supply chain teams, store operations, e-commerce and marketing functions, and customer service. Collaborate cross-functionally to differentiate our offerings for retail applications
- Navigate complex retail stakeholder ecosystems including executives, business and operations leadership, IT departments, and procurement offices to build consensus
- Inform product roadmaps and features by gathering feedback from retail users and conveying retail market needs. Provide insights that strengthen our value proposition for retail
- Continuously refine the retail 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:
- 10+ years of B2B sales experience in SaaS, API solutions, or emerging technologies
- A track record of managing complex sales cycles within retail organisations and securing strategic deals by understanding both technical requirements and retail use cases
- Demonstrated ability to navigate retail organisational structures and procurement processes, building consensus among diverse stakeholders including executives, business and operations leadership, and IT departments
- Extensive experience negotiating complex agreements within retail procurement frameworks and 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 retail audiences, from operational and digital teams to senior executives
- Deep understanding of retail buying cycles, decision-making processes, and key pain points
- A strategic, analytical approach to assessing the retail market combined with creative, tactical execution to capture opportunities
- Fluent in French and English
- 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 retail use
À propos du poste
En tant qu'Enterprise Account Executive chez Anthropic, vous rejoindrez l'équipe fondatrice chargée de faire découvrir notre API de productivité IA de pointe et nos solutions SaaS aux entreprises du secteur de la distribution et du commerce en France. Vous favoriserez l'adoption d'une IA de pointe et sûre en concluant des contrats stratégiques avec des entreprises de la distribution, de la grande distribution alimentaire, de la mode et de l'e-commerce. Vous mettrez à profit votre expertise de la vente consultative dans le secteur du retail pour accélérer la croissance du chiffre d'affaires. Vous nouerez aussi des relations de confiance avec les parties prenantes du secteur et les aiderez à intégrer et à déployer l'IA, tout en leur faisant découvrir l'étendue de ses capacités dans le merchandising et la supply chain, l'exploitation des magasins, l'e-commerce et le marketing, et le service client. En collaboration avec les équipes GTM, Produit et Marketing, vous affinerez en continu notre proposition de valeur, notre méthodologie de vente et notre positionnement, afin qu'ils trouvent un écho auprès des instances décisionnelles du secteur du retail.
Le profil idéal a à cœur de développer de nouveaux segments de marché, de repérer les opportunités à fort potentiel et de mettre en œuvre les stratégies qui permettent de les saisir. En favorisant le déploiement des produits émergents d'Anthropic, vous aiderez les entreprises à acquérir de nouvelles capacités tout en contribuant au développement éthique de l'IA.
Responsabilités :
- Remporter de nouveaux contrats et générer du chiffre d'affaires pour Anthropic dans le secteur du retail. Vous orienter au sein d'organisations complexes pour atteindre les personnes décisionnaires clés, leur présenter nos services et les aider à réussir avec Anthropic. Vous piloterez l'intégralité du cycle de vente, de la première prise de contact à la signature.
- Concevoir et mettre en œuvre des stratégies commerciales innovantes, adaptées aux cycles d'achat, aux calendriers commerciaux et aux processus budgétaires du retail, afin d'atteindre et de dépasser les objectifs de chiffre d'affaires. Analyser le paysage, les tendances et les dynamiques du marché du retail pour traduire les plans stratégiques en actions et campagnes commerciales ciblées.
- Piloter l'expansion sur le marché en identifiant de nouveaux cas d'usage au sein des équipes merchandising et supply chain, de l'exploitation des magasins, des fonctions e-commerce et marketing, et du service client. Collaborer de manière transverse pour différencier nos offres destinées aux applications du retail.
- Naviguer dans des écosystèmes complexes de parties prenantes (direction générale, directions métiers et opérations, DSI et services achats) afin de construire un consensus.
- Contribuer à la feuille de route et aux fonctionnalités produit en recueillant les retours des équipes utilisatrices du secteur et en relayant les besoins du marché. Apporter des éclairages qui renforcent notre proposition de valeur pour le retail.
- Affiner en continu la méthodologie de vente dédiée au retail en intégrant les enseignements dans des playbooks, des modèles et des bonnes pratiques. Identifier des améliorations de processus qui optimisent la productivité et la cohérence commerciales.
Ce poste pourrait vous correspondre si vous avez :
- Au moins 10 ans d'expérience en vente B2B (SaaS, solutions API ou technologies émergentes)
- Une solide expérience de la gestion de cycles de vente complexes au sein d'entreprises du retail et de la conclusion de contrats stratégiques, fondée sur une compréhension fine des exigences techniques comme des cas d'usage du secteur
- Une capacité avérée à naviguer dans les organisations et les processus d'achat du retail, en construisant un consensus entre des parties prenantes variées, dont la direction, les directions métiers et opérations et les DSI
- Une vaste expérience de la négociation d'accords complexes dans le cadre des politiques et procédures d'achat du retail
- Une expérience confirmée du dépassement des objectifs de chiffre d'affaires, grâce à une gestion efficace d'un pipeline et d'un processus de vente en constante évolution
- D'excellentes compétences en communication et l'aisance nécessaire pour présenter devant des publics variés du retail, des équipes opérationnelles et digitales jusqu'aux membres de la direction
- Une connaissance approfondie des cycles d'achat, des processus de décision et des principales problématiques du secteur du retail
- Une approche stratégique et analytique du marché du retail, alliée à une exécution tactique et créative pour saisir les opportunités
- Une maîtrise courante du français et de l'anglais
- Un intérêt marqué pour les systèmes d'IA avancés et leurs applications, voire une expérience dans ce domaine. Le développement sûr et éthique des systèmes d'IA de pointe pour les usages du retail vous tient particulièrement à cœur.
Logistics
Minimum education: Bachelor’s degree or an equivalent combination of education, training, and/or experience
Required field of study: A field relevant to the role as demonstrated through coursework, training, or professional experience
Minimum years of experience: Years of experience required will correlate with the internal job level requirements for the position
Location-based hybrid policy: Currently, we expect all staff to be in one of our offices at least 25% of the time. However, some roles may require more time in our offices.
Visa sponsorship: We do sponsor visas! However, we aren't able to successfully sponsor visas for every role and every candidate. But if we make you an offer, we will make every reasonable effort to get you a visa, and we retain an immigration lawyer to help with this.
We encourage you to apply even if you do not believe you meet every single qualification. Not all strong candidates will meet every single qualification as listed. Research shows that people who identify as being from underrepresented groups are more prone to experiencing imposter syndrome and doubting the strength of their candidacy, so we urge you not to exclude yourself prematurely and to submit an application if you're interested in this work. We think AI systems like the ones we're building have enormous social and ethical implications. We think this makes representation even more important, and we strive to include a range of diverse perspectives on our team.
Your safety matters to us. To protect yourself from potential scams, remember that Anthropic recruiters only contact you from @anthropic.com email addresses. In some cases, we may partner with vetted recruiting agencies who will identify themselves as working on behalf of Anthropic. Be cautious of emails from other domains. Legitimate Anthropic recruiters will never ask for money, fees, or banking information before your first day. If you're ever unsure about a communication, don't click any links—visit anthropic.com/careers directly for confirmed position openings.
How we're different
We believe that the highest-impact AI research will be big science. At Anthropic we work as a single cohesive team on just a few large-scale research efforts. And we value impact — advancing our long-term goals of steerable, trustworthy AI — rather than work on smaller and more specific puzzles. We view AI research as an empirical science, which has as much in common with physics and biology as with traditional efforts in computer science. We're an extremely collaborative group, and we host frequent research discussions to ensure that we are pursuing the highest-impact work at any given time. As such, we greatly value communication skills.
The easiest way to understand our research directions is to read our recent research. This research continues many of the directions our team worked on prior to Anthropic, including: GPT-3, Circuit-Based Interpretability, Multimodal Neurons, Scaling Laws, AI & Compute, Concrete Problems in AI Safety, and Learning from Human Preferences.
Come work with us!
Anthropic is a public benefit corporation headquartered in San Francisco. We offer competitive compensation and benefits, optional equity donation matching, generous vacation and parental leave, flexible working hours, and a lovely office space in which to collaborate with colleagues. Guidance on Candidates' AI Usage: Learn about our policy for using AI in our application process.
