Account Executive

Job Description -

• Work Type: (Onsite / Hybrid / Remote) Onsite
• Location: Anthropic HQ in SF
• Onsite Schedule: 5 days/week onsite
• Possibility of Extension or Conversion: 6 months
• Additional Intake Notes (specialized skills, industry experience, etc.): Software company or saas company, customer success, revenue operations,
• Business Need (Why this role exists): Leave coverage
• Number of Interview Rounds: 2 rounds and a claude test

Scale Account Executive, Mid-Market Commercial
San Francisco, CA

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 Transaction Coordinator on the Mid-Market Commercial team, you'll own the quote-to-cash workflow for a high-velocity sales segment closing dozens of enterprise deals every month. You'll be the single point of ownership for the operational layer of our deals: building quotes in CPQ, shepherding order forms and termination agreements through Ironclad and DocuSign, managing trial provisioning, and resolving the billing and contract questions that today interrupt our Account Executives dozens of times a day.
This role exists because the problem is measurable. In a recent three-week window, our segment leader personally signed over 40 contracts, was interrupted by contract and provisioning work in more than half of all working blocks, and watched a $36K migration deal consume ten separate days of attention because nobody owned it end to end. Meanwhile, a $500K deal sat blocked for two days on a validation rule nobody knew existed. Our Account Executives report spending five to six hours every week on transactional work that doesn't require their judgment, and that number is accelerating as the segment grows.
You'll work across both the Tech and Industries verticals within Mid-Market Americas, supporting Account Executives who sell Claude Enterprise, Claude Code, and Cowork to companies from 500 to 2,500 employees. Your work will directly convert into faster deal cycles, fewer closed-lost-to-friction outcomes, and more selling time for the team. You'll also be the person who finally documents the edge cases, so the next $500K deal doesn't hit the same wall.

Responsibilities
60% Quote-to-Cash Execution: Own the contract and order form workflow from quote to signature

• Build and manage quotes in Salesforce CPQ for new business, renewals, and consumption migrations, including stage-gating, field validation, and approval routing
• Shepherd order forms, enterprise services agreements, termination agreements, and NDAs through Ironclad from launch to full execution, catching wrong-approver errors and delivery failures before they cost deal cycle time
• Manage the DocuSign signature queue: route to the correct signatory based on authority thresholds, batch signings efficiently, chase pending internal and customer signatures, and maintain title and field accuracy
• Own paired termination and new order form workflows for customers migrating between pricing models, ensuring TCV alignment and coordinating dual approvals across Deal Desk, Legal, and Accounting
• Monitor #sales-assisted-orders, #deal-desk-discuss, and #legal-tickets for blocked workflows and proactively unblock them

25% Customer and AE Support: Be the first line of defense for transactional questions

• Field and resolve customer questions on pricing models, seat vs. consumption billing, contract terms, renewal mechanics, and payment logistics so AEs don't have to
• Manage trial and provisioning operations: submit trial extension requests, look up org UUIDs in Forge, file seat bypass requests, and resolve duplicate org issues
• Triage and own billing escalations through to resolution, coordinating with Finance and Accounting so issues don't sit unowned across teams
• Coordinate compliance workflows including security questionnaires, BAA routing, and vendor onboarding forms
• Maintain accurate Salesforce hygiene on opportunity stages, contract status, and next steps across the segment's active pipeline

15% Process and Institutional Knowledge: Make the next deal faster than the last one

• Document process edge cases as you encounter them: offline signature handling, validation gate requirements, system sync errors, and approval routing quirks
• Build and maintain runbooks for repeatable workflows like seat cap increases, consumption migrations, and SS4ENT link generation
• Identify patterns in what's breaking and escalate systemic issues to RevOps, Deal Desk, and Legal with data
• Collaborate with cross-functional partners in Legal, Deal Desk, Finance, and Provisioning to tighten SLAs and handoffs

You may be a good fit if you have

• 3+ years of experience in sales operations, deal desk, order management, or sales support, preferably in SaaS or enterprise software
• Hands-on experience with Salesforce CPQ (or similar quoting tools) and contract lifecycle management platforms like Ironclad, Conga, or DocuSign CLM
• A track record of owning high-volume transactional workflows without dropping balls, and the organizational system to prove it
• The instinct to chase a pending approval before anyone asks you to, and the judgment to know which of five open threads is the one that will slip a quarter-end close
• Comfort operating in Slack-heavy, async-first environments where work arrives in fragments across many channels
• Strong written communication, especially the ability to explain contract mechanics and pricing models clearly to customers and internal teams
• Enough commercial instinct to know when a question is truly transactional and when it needs to go back to the AE
• Experience working with legal, finance, and revenue operations teams on contract and billing workflows
• A process-builder's mindset: you see a workaround get used three times and your instinct is to write it down
• Familiarity with enterprise sales cycles, net terms, MSAs, order forms, and the quote-to-cash motion
• Adaptability in a fast-moving environment where the product, pricing, and process change quarterly
• Interest in AI and what it means for how companies operate