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Strategic Account Executive, Banking
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 Strategic Account Executive (Banking) at Anthropic, you'll join the foundational team introducing our frontier AI platform to the world's leading retail and commercial banks. You'll drive adoption of safe, frontier AI by securing strategic, enterprise-scale deals across retail banking, commercial banking, and consumer finance organizations. You'll leverage deep banking sales expertise to grow revenue while becoming a trusted advisor to industry stakeholders — helping them embed AI into customer service, underwriting, risk, and back-office operations workflows, and uncovering its full range of capabilities. Working closely with Product and Marketing, you'll continuously sharpen our value proposition, sales motion, and market positioning for retail and commercial banking decision-makers.

The ideal candidate is energized by building a new category in an established, highly regulated industry — identifying high-potential accounts across retail and commercial banks, and running the strategies to win them. By driving deployment of Anthropic's emerging products into banking enterprises, you'll help these organizations unlock new capabilities while advancing the responsible development of AI.

Key responsibilities

• Own a book of strategic, high-value accounts across retail banking, commercial banking, and consumer finance organizations, carrying and exceeding an individual revenue target

• Engage personally with C-level and senior technical stakeholders (CIOs, CTOs, Heads of Risk, Heads of Data/AI) — building business cases and value narratives, and navigating complex procurement, security, regulatory, and legal review through to production deployment and expansion

• Identify and prioritize high-potential opportunities within your accounts, building and executing account plans that turn strategic relationships into committed revenue

• Run a disciplined pipeline and forecasting cadence — accurate deal inspection, clear next steps, and predictable, coachable execution across a high-value, long-cycle book of business

• Partner closely with Applied AI, Solutions Architecture, and Product to design solutions, prove value quickly, and translate retail and commercial banking needs — customer service, underwriting, risk, operations — into product and roadmap input

• Codify winning use cases, proof points, and reference stories from your deals, partnering with Marketing and Enablement to help scale them across the broader FSI motion

• Orchestrate cross-functional and partner motions with Customer Success, Legal, Partnerships, and cloud partners to deliver a seamless customer experience, and represent Anthropic as a visible, trusted voice with customers and at industry events

Minimum qualifications

• 5+ years of enterprise sales experience in retail or commercial banking, with demonstrated success covering bank or consumer finance organizations

• A track record of carrying and exceeding quota in enterprise sales of technical, complex products (API-first platforms, cloud infrastructure, data/ML platforms, or enterprise SaaS)

• Experience winning and growing strategic enterprise accounts, including building C-suite relationships, within retail and commercial banking

• Operational rigor across complex, multi-stakeholder sales cycles — balancing velocity with deal quality and forecasting accurately in fast-changing environments

• Credibility with technical buyers and builders — CIOs, CTOs, CDOs, Heads of AI/ML — and experience pairing effectively with solutions architects and applied AI teams

• A genuine interest in deploying AI responsibly and motivation to advance Anthropic's mission of building safe, beneficial AI

Preferred qualifications

• Experience bringing generative AI or LLM-based products, or other emerging platform technologies, to large retail or commercial banks

• Deep familiarity with regulated-industry selling — data governance, regulatory and compliance-driven procurement, security review, and the governance expectations of banking organizations

• Experience selling with and through cloud and ecosystem partners such as AWS, Google Cloud, and global systems integrators

• Familiarity with consumption- or usage-based commercial models and value-based pricing conversations

• Experience navigating long, multi-stakeholder enterprise cycles typical of banking procurement

The annual compensation range for this role is listed below.

For sales roles, the range provided is the role’s On Target Earnings ("OTE") range, meaning that the range includes both the sales commissions/sales bonuses target and annual base salary for the role.

Annual Salary:
$380,000 — $450,000 USD

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.

For roles performing work in California: We will consider for employment all qualified applicants, including those with arrest or conviction records or criminal histories, in a manner consistent with the requirements of applicable state and local laws, including the San Francisco Fair Chance Ordinance, the City of Los Angeles’ Fair Chance Initiative for Hiring Ordinance, the Los Angeles County Fair Chance Ordinance for Employers, and the California Fair Chance Act.

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.

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Requirements found

Customer Service Sales (must) Marketing Compliance (nice) Training (must) Recruiting

What this posting asks for

Level: Senior — The posting asks for 5+ years of experience.

Main responsibilities

Own a book of strategic, high-value accounts across retail banking, commercial banking, and consumer finance organizations, carrying and exceeding an individ…
Engage personally with C-level and senior technical stakeholders (CIOs, CTOs, Heads of Risk, Heads of Data/AI) — building business cases and value narratives…
Identify and prioritize high-potential opportunities within your accounts, building and executing account plans that turn strategic relationships into commit…
Run a disciplined pipeline and forecasting cadence — accurate deal inspection, clear next steps, and predictable, coachable execution across a high-value, lo…
Partner closely with Applied AI, Solutions Architecture, and Product to design solutions, prove value quickly, and translate retail and commercial banking ne…
Codify winning use cases, proof points, and reference stories from your deals, partnering with Marketing and Enablement to help scale them across the broader…
Orchestrate cross-functional and partner motions with Customer Success, Legal, Partnerships, and cloud partners to deliver a seamless customer experience, an…
5+ years of enterprise sales experience in retail or commercial banking, with demonstrated success covering bank or consumer finance organizations
A track record of carrying and exceeding quota in enterprise sales of technical, complex products (API-first platforms, cloud infrastructure, data/ML platfor…
Experience winning and growing strategic enterprise accounts, including building C-suite relationships, within retail and commercial banking

Competencies an interviewer will look for

Technical skill Core
In the posting: “Partner closely with Applied AI, Solutions Architecture, and Product to design solutions, prove value quickly, and translate retail and commercial banking ne…” · “A track record of carrying and exceeding quota in enterprise sales of technical, complex products (API-first platforms, cloud infrastructure, data/ML platfor…” · “Experience selling with and through cloud and ecosystem partners such as AWS, Google Cloud, and global systems integrators”
Show it by: Names the tools, languages or systems used and how; Explains a technical choice and its trade-off.
Teamwork and collaboration Core
In the posting: “Orchestrate cross-functional and partner motions with Customer Success, Legal, Partnerships, and cloud partners to deliver a seamless customer experience, an…” · “In some cases, we may partner with vetted recruiting agencies who will identify themselves as working on behalf of Anthropic.” · “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.”
Show it by: Says what they did inside a team, not only what 'we' did; Shows how a disagreement was handled.
Customer focus Core
In the posting: “You'll leverage deep banking sales expertise to grow revenue while becoming a trusted advisor to industry stakeholders — helping them embed AI into customer …” · “Partner closely with Applied AI, Solutions Architecture, and Product to design solutions, prove value quickly, and translate retail and commercial banking ne…” · “Orchestrate cross-functional and partner motions with Customer Success, Legal, Partnerships, and cloud partners to deliver a seamless customer experience, an…”
Show it by: Puts the customer's need in their own words; Shows a result for the customer, not only for the company.
Planning and organisation Core
In the posting: “You'll drive adoption of safe, frontier AI by securing strategic, enterprise-scale deals across retail banking, commercial banking, and consumer finance orga…” · “By driving deployment of Anthropic's emerging products into banking enterprises, you'll help these organizations unlock new capabilities while advancing the …” · “Own a book of strategic, high-value accounts across retail banking, commercial banking, and consumer finance organizations, carrying and exceeding an individ…”
Show it by: Shows how priorities were set when everything was urgent; Mentions deadlines met and how.
Data and analysis Core
In the posting: “Engage personally with C-level and senior technical stakeholders (CIOs, CTOs, Heads of Risk, Heads of Data/AI) — building business cases and value narratives…” · “A track record of carrying and exceeding quota in enterprise sales of technical, complex products (API-first platforms, cloud infrastructure, data/ML platfor…” · “Deep familiarity with regulated-industry selling — data governance, regulatory and compliance-driven procurement, security review, and the governance expecta…”
Show it by: Uses a number to describe the situation or the result; Explains what the data showed and what was done with it.
Attention to detail and quality Core
In the posting: “Run a disciplined pipeline and forecasting cadence — accurate deal inspection, clear next steps, and predictable, coachable execution across a high-value, lo…” · “Operational rigor across complex, multi-stakeholder sales cycles — balancing velocity with deal quality and forecasting accurately in fast-changing environments” · “Deep familiarity with regulated-industry selling — data governance, regulatory and compliance-driven procurement, security review, and the governance expecta…”
Show it by: Gives an example of an error caught before it caused harm; Names the check or standard they used.
Stakeholder management Core
In the posting: “As a Strategic Account Executive (Banking) at Anthropic, you'll join the foundational team introducing our frontier AI platform to the world's leading retail…” · “You'll leverage deep banking sales expertise to grow revenue while becoming a trusted advisor to industry stakeholders — helping them embed AI into customer …” · “Engage personally with C-level and senior technical stakeholders (CIOs, CTOs, Heads of Risk, Heads of Data/AI) — building business cases and value narratives…”
Show it by: Shows how they aligned people with different goals; Explains how they handled a 'no' from someone senior.
Communication Core
In the posting: “If you're ever unsure about a communication, don't click any links—visit anthropic.com/careers directly for confirmed position openings.” · “As such, we greatly value communication skills.”
Show it by: Adapts the message to the listener; Gives an example of explaining something clearly in writing or speech.
Leadership and mentoring Supporting
In the posting: “Run a disciplined pipeline and forecasting cadence — accurate deal inspection, clear next steps, and predictable, coachable execution across a high-value, lo…”
Show it by: Describes setting direction or a standard others followed; Names someone they coached and what changed for them.
Adaptability and learning Supporting
In the posting: “We offer competitive compensation and benefits, optional equity donation matching, generous vacation and parental leave, flexible working hours, and a lovely…”
Show it by: Describes learning something new quickly and using it; Shows a change of plan and how they adjusted.

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Practice questions

Tell me about yourself. Dedicated step-by-step practice.
If an interviewer asks something improper How to respond to questions about age, family, origin or health.
Built from this posting (8):
Walk me through a piece of work where you used your strongest technical skill. What exactly did you do? From this posting
Describe a time you worked with another team to deliver something. What was your part? From this posting
Describe a time you went out of your way to solve a customer's problem. From this posting
You have three urgent tasks due today and time to finish only two. How do you decide? From this posting
How have you used sales in your work? Walk me through one real example. From this posting
Tell me about a problem you solved using training. From this posting
Tell me about a time you helped someone on your team get better at their work. From this posting
Describe a time your plans changed suddenly. How did you adjust? From this posting
This posting reads as Finance & accounting: its questions come first.
How do you make sure your work holds up in an audit? Finance & accounting
Tell me about a time you found an error in a financial report or reconciliation. Finance & accounting
Walk me through how you build a budget or forecast. Finance & accounting
It is the last day of month-end close and a balance will not tie out. What do you do? Finance & accounting
Describe a time you explained a financial result to a manager outside finance. Finance & accounting
Tell me about an analysis that saved money or found revenue. Finance & accounting
Three urgent requests arrive during close. How do you decide the order? Finance & accounting
Describe a finance process you made faster or more reliable. Finance & accounting
A customer is angry about a delay you did not cause. What do you do?
Tell me about a sale or agreement you are proud of.
Describe a time you handled an upset customer or colleague.
Tell me about a time you had several deadlines at once. How did you decide what to do first?
Give an example of a mistake you caught before it caused a problem.
Tell me about a time you taught someone how to do something.
Describe a time you took the lead without being asked.
Tell me about a time you had to explain something complicated in simple terms.
Describe a process you improved.
Do you have any questions for us?
Why do you want to work here?
Why is there a gap in your employment? Difficult question
Why did you leave your last job? Difficult question
Why are you changing careers? Difficult question
What is your greatest weakness? Difficult question
What are your salary expectations? Difficult question
You seem overqualified for this role. Why do you want it? Difficult question
Improper-question practice: How old are you? / Do you have children? / Where are you from originally?
How do you keep track of many open customer requests?
Tell me about a time you could not give a customer what they wanted.
You find that the inventory count does not match the system. What do you do?
Tell me about a time a shipment or delivery went wrong.
How do you make sure safety rules are followed on a busy shift?
Two managers ask you to book the same room at the same time. What do you do?
How have you used spreadsheets in your work?
Tell me about a time you had to enter or check a lot of data accurately.
A prospect says your price is too high. How do you respond?
How do you keep your pipeline organised?
Tell me about a technical problem you solved on your own.
You find a bug right before a release. What do you do?
Walk me through how you would check whether a report's numbers are right.