Head of Enterprise Sales -

(Location : Mumbai OR Gurgaon)

About the role

As the Head of Enterprise Sales, India at Anthropic, you will spearhead the strategic development and execution of our AI products, including Claude, across India. This role represents a critical leadership position in expanding Anthropic's presence in one of the world's fastest-growing and most dynamic technology markets.

You will initially establish and lead a specialized team of enterprise sales professionals across the region, creating our foundational sales infrastructure for that customer segment. After successfully establishing our regional presence, this role will likely transition to focus on a specific sub-region or sub-segment as we scale our India operations.

Your responsibilities will encompass building the sales team, developing strategic partnerships with our customers, , collaborating with our Product team to ensure regional market fit, and maintaining alignment with our global headquarters strategy. This position requires deep enterprise sales expertise, preferably with exposure to AI technologies, and the ability to navigate the complex regulatory and cultural landscape of the Indian market.

Responsibilities

• Develop and execute comprehensive India go-to-market strategy for Enterprise customers
• Build and lead a high-performing, sustainable Enterprise sales team and motion across the region, including executing against a predefined list of tentpole strategic customers
• Establish strategic partnerships with major technology partners 
• Collaborate with Product, Marketing, and Customer Success teams to adapt offerings for the Indian market
• Conduct market analysis to identify opportunities and refine our regional approach
• Navigate complex, multi-stakeholder sales processes within large organizations
• Craft and execute strategies to differentiate Anthropic and capture market share, addressing the unique challenges of being a second-mover in the AI industry
• Ensure alignment between regional operations and global corporate strategy, representing India's priorities to global leadership
• Represent Anthropic with key customers and across partner events, communicating our trust and safety principles effectively
• Ensure our trust and safety principles are effectively communicated to our enterprise clients

You may be a good fit if you have

• 18+ years of experience in enterprise sales, with at least 5 years in leadership roles managing large-scale sales operations
• Have a proven track record of success in enterprise sales, particularly in selling technical API products or services
• Possess experience selling through partner sales and ideally through cloud partners 
• Demonstrate an ability to build and scale enterprise sales teams in a high-growth environment
• Have successfully sold into India's leading enterprises, digital natives and conglomerates
• Show a history of creative problem-solving and persistence in competitive markets
• Possess deep knowledge of the enterprise tech industry, particularly in areas like cloud services, data management, or AI
• Excel at building internal champions within client organizations
• Are driven by a desire to to create trust and have experience overcoming significant market challenges

Ideal Candidate Profile

The successful candidate will possess both strategic vision and operational excellence, with the ability to navigate diverse cultural and regulatory environments across India. You will be responsible for establishing Anthropic's enterprise sales presence in this region while building the foundation for future expansion and specialization.

This role offers exceptional opportunity for a seasoned sales leader to shape the adoption of frontier AI technology in one of the world's most