Finance & Strategy, Deal Velocity

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

You will play a critical role in scaling our revenue by managing complex deals and developing standardized processes that balance speed with control. You'll work at the intersection of finance, sales, legal, and compliance teams to ensure our products reach customers to support Anthropic's rapid growth. Day-to-day, you'll quarterback complex deals through CPQ, contract management, and internal approvals. Over time, you'll also identify and drive improvements to the systems and workflows you operate in — embedding approved deal structures into Salesforce, improving CPQ configurations, and helping build the operational infrastructure that lets a lean team support enterprise deal volume at scale.

Key responsibilities

Quarterback deals through internal processes — CPQ quote-building, approval routing, contract execution — ensuring accurate, timely completion

Own Anthropic’s deal-making execution processes, ensuring that all commercial workflows can seamlessly navigate internal processes

Build AI-native tooling with internal teams to meaningfully scale our commercial processes

Optimize operational workflows that reduce friction in the sales cycle and accelerate time-to-close

Act as the bridge between Sales and supporting teams, maintaining contract and compliance management systems and ensuring agreement terms align with company standards

Maintain visibility on high-priority deals, providing appropriate escalation paths when commercial terms require executive input

Collaborate with Legal teams to validate that agreements reflect the correct commercial intent and approvals

Track and analyze deal patterns to identify bottlenecks and propose data-driven improvements to our sales operations

Maintain and improve deal documentation: approval policies, pricing guidelines, SKU guidance, and process playbooks

Minimum qualifications

Are comfortable both executing within existing systems (CPQ, SFDC, contract platforms) and improving those systems as you go

Bring a detail-oriented, process-improvement mindset: you notice when something is manual or error-prone and you want to fix it

Have excellent communication and stakeholder management abilities, with proven success coordinating across multiple departments

Strong project management skills with experience juggling multiple critical initiatives

Bias toward action and comfort operating in ambiguity

Have experience with CRM systems, CPQ tools, and contract management platforms

Have a collaborative mindset and enjoy solving complex problems through cross-functional partnership

Preferred qualifications

Have 3+ years of experience in deal desk, sales strategy, commercial operations, or related roles, preferably in a high-growth technology environment

Experience with Salesforce, CPQ tools (Nue, Apttus, Steelbrick), or contract management platforms (Ironclad, Docusign CLM)

Background in project management, sales strategy, or commercial operations, where you’ve balanced operational excellence with building scaled systems

Experience with deal operations at companies with subscription and/or consumption-based business models

Knowledge of enterprise software contract terms and industry-standard commercial practices

Understanding of AI business models and the unique commercial considerations 

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: $190,000 — $240,000 USD

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