Head of Industry - Insurance

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 a Sales Manager at Anthropic, you'll lead a team of Enterprise Account Executives driving the adoption of safe, frontier AI by securing strategic deals within the Insurance industry. You'll leverage your leadership and consultative sales expertise within Insurance to propel revenue growth while developing a high-performing team of AEs. Working closely with Applied AI Engineering and Product teams, you'll help customers embed and deploy AI while uncovering its full range of capabilities in banking, research, and administration. In collaboration with GTM and Marketing teams, you'll continuously refine our value proposition, sales methodology, and market positioning to resonate with Insurance decision-makers and ensure differentiated value across the Insurance landscape.

The ideal candidate will have a passion for developing people, identifying market opportunities within Insurance, and executing strategies to capture them. By leading the deployment of Anthropic's emerging products, you will help Insurance institutions obtain new capabilities while also advancing the ethical development of AI.

Responsibilities:

• Build and lead a high-performing team of Enterprise Account Executives focused on Insurance, providing coaching, mentorship, and guidance to drive team success
• Develop and implement sales strategies tailored to Insurance procurement cycles and budgeting processes to meet and exceed team revenue quotas
• Create and maintain accurate forecasts, pipeline management, and reporting while ensuring data integrity in CRM systems
• Partner with Enablement to develop training programs and resources that accelerate AE ramp time and effectiveness, with specific focus on Insurance buying cycles and decision-making processes
• Work closely with Applied AI Engineering teams to demonstrate technical capabilities pre-sales and optimize solutions post-sales for financial applications
• Enable your team to have credible technical conversations about AI applications in Insurance while maintaining appropriate guardrails
• Build strong partnerships across the organization to drive strategic initiatives within the Insurance sector
• Identify and execute on new market opportunities and use cases for Anthropic's AI solutions within financial departments, research centers, and administrative offices
• Help your team navigate complex Insurance stakeholder ecosystems including executives, administrators, IT departments, and procurement offices to build consensus
• Gather and synthesize customer feedback from financial users to inform product direction and enhance customer experience for Insurance
• Build and continuously refine the Insurance sales methodology by incorporating learnings into playbooks and best practices

You may be a good fit if you have:

• 15+ years of enterprise sales experience in Insurance technology, preferably driving adoption of SaaS or emerging technologies
• 5+ years of sales leadership experience, ideally 3+ leading teams within the Enterprise segment focused on Insurance
• Proven track record of building and leading high-performing sales teams selling into financial institutions, with demonstrated success in coaching and developing AEs
• Experience establishing and scaling sales processes, tools, and methodologies in fast-growing organizations serving Insurance
• Strong technical acumen and ability to understand complex AI solutions and their applications in Insurance, with experience enabling teams to have credible technical conversations with financial stakeholders
• Track record of successful partnership with technical teams throughout the customer journey within financial institutions
• Deep understanding of Insurance buying cycles, procurement frameworks, and key pain points
• Demonstrated ability to navigate complex, multithreaded sales cycles across diverse stakeholder groups and drive cross-functional initiatives
• Experience managing complex enterprise sales cycles within financial institutions and helping AEs secure strategic deals
• Strong operational rigor in pipeline management, forecasting, and sales metrics specific to Insurance sales cycles
• Excellent communication skills and ability to build relationships across all levels, from analysts and researchers to senior executives in Insurance
• Strategic approach to financial market analysis combined with tactical excellence in exe