Manager of Applied AI Architecture, Industries

About the company

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.

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.

Your tasks

About the job As a second-level leader for the Applied AI Industries team in Southern Europe and the Middle East at Anthropic, you will drive the adoption of frontier AI in partnership with the rest of the go-to-market organization. Our Industries customers in France, Iberia, and Italy include many of the region's largest enterprises in financial services, healthcare and life sciences, manufacturing, telecommunications, retail, energy, and other sectors. You will leverage your experience building and leading technical sales teams to drive a positive AI transformation that meets our customers' business needs, satisfies their technical and regulatory requirements, and offers a high degree of reliability and safety.

You will be responsible for leading and growing the solutions architect team that partners with account executives to help companies adopt and deploy Anthropic's products, including Claude Cowork, Claude Code, and the Claude Development Platform (our API). This will include using your technical skills and consultative sales experience to recruit excellent first-line managers and individual contributors, establish processes to scale your team, and represent Anthropic directly in strategic customer engagements. Your team covers several countries and sectors at once, so you will be responsible for strategic thinking regarding complex industry accounts and for identifying and deploying solutions that resonate in each market, with its own language, business culture, and regulatory context.

Responsibilities

• Recruit, manage, and guide a team of first-line managers who will in turn build teams of pre-sales Applied AI Architects (M/F) in France, Iberia, and Italy
• Define your team's goals in collaboration with sales leadership and establish baseline performance expectations for your team
• Act as a technical and executive sponsor for high-value strategic customers in the region and advise them on their global AI adoption strategies or use case scoping and pilot execution
• Collaborate closely with Southern Europe sales leadership (also covering the Middle East and Africa) to build strategies for complex industry accounts and identify new ways to drive adoption of Anthropic products in specific vertical sectors or horizontal use cases
• Help customers navigate local and European regulatory requirements (e.g., the EU AI Act, GDPR, DORA, and data residency expectations) and adapt how your team engages with the business culture of each market
• Work with cross-functional teams such as product and engineering to ensure Anthropic prioritizes customer feedback or resolves adoption blockers in the region
• Travel regularly in Southern Europe for customers or conferences for high-level sessions, technical workshops, and relationship building
• Establish a shared vision for creating solutions that enable beneficial and safe AI in technology products
• Contribute to strategic thinking through conference presentations, webinars, and technical content creation
• Stay up to date on emerging AI trends and the competitive landscape

About the Role As the 2nd-line leader for the Applied AI Industries team in Southern Europe and the Middle-East at Anthropic, you will drive the adoption of frontier AI in partnership with the rest of the go to market organization. Our Industries customers in France, Iberia and Italy include many of the region's largest enterprises across financial services, healthcare and life sciences, manufacturing, telecom, retail, energy, and other sectors. You'll leverage your experience building and leading technical sales teams to drive positive AI transformation that addresses our customers' business needs, meets their technical and regulatory requirements, and provides a high degree of reliability and safety.

You will be responsible for leading and growing the solutions architect team that partners with account executives to help companies adopt and deploy Anthropic's products, including Claude Cowork, Claude Code, and the Claude Development Platform (our API). This will include leveraging your technical skills and consultative sales experience to hire great 1st line managers and individual contributors, establish processes to scale your team, and represent Anthropic directly at strategic customer engagements. Your team covers several countries and industries at once, so you will be responsible for thinking strategically about complex industry accounts and for identifying and rolling out solutions that resonate in each market, with its own language, business culture, and regulatory context.

• Hire, manage, and guide a team of 1st line managers who will in turn build teams of pre-sales Applied AI Architects across France, Iberia and Italy.
• Set goals for your team in collaboration with sales leadership and establish baseline expectations for performance across your team.
• Act as a technical and executive sponsor for high-value strategic customers in the region and advise them on their overall AI adoption strategies or use case scoping and pilot execution.
• Partner closely with Southern Europe sales leadership (also covering the Middle-East and Africa) to build strategies for complex industry accounts and identify new ways to drive adoption of Anthropic products within specific verticals or horizontal use cases.
• Help customers navigate local and European regulatory requirements (for example the EU AI Act, GDPR, DORA, and data residency expectations) and adapt how your team engages to the business culture of each market.
• Work with cross-functional teams like product and engineering to ensure Anthropic prioritizes customer feedback or resolves blockers to adoption in the region.
• Travel regularly across Southern Europe to customers or conferences for executive-level sessions, technical workshops, and relationship building.
• Establish a shared vision for creating solutions that enable beneficial and safe AI in technology products.
• Contribute to thought leadership through conference presentations, webinars, and technical content creation.
• Stay current with emerging AI trends and the competitive landscape.

Requirements

This profile is a good fit if you

• Have 7+ years of experience in technical pre-sales management, including second-level leadership or above (managing managers)
• Have sold complex technical products to large enterprises in France, Iberia, Italy, the Middle East, and Africa
• Have worked in multiple sectors, such as financial services, healthcare and life sciences, manufacturing, telecommunications, retail, and energy
• Understand the cultural differences between Southern European markets and the regulatory context in which your customers operate, and adapt your approach to each
• Think highly strategically about complex industry accounts and transform this thinking into plans that your team and sales counterparts can execute
• Have deep technical mastery of enterprise AI use cases, API integrations, and LLM deployments
• Thrive in the rapid building and evolution of teams and processes in ambiguous and moving environments
• Have excellent communication, collaboration, and coaching skills
• Have a strong executive presence and the ability to cultivate deep relationships with business and technical leaders at the region's largest companies
• Have at least a high-level familiarity with the architecture and operation of LLMs
• Have a passion for making powerful technologies safe and beneficial for society
• Stay up to date and informed by actively taking an interest in emerging research and industry trends in AI

Strong candidates may have

• Enterprise pre-sales leadership at scale: 5+ years leading solution architect teams through hypergrowth (ideally dozens of people across several countries), with direct experience leading managers and developing talent in complex enterprise software sales environments
• Multilingual and multicultural range: In addition to English, fluency in one or more languages among French, Italian, Spanish, or Portuguese, and experience leading distributed teams across several countries
• Experience with consumption-based business models: Ideal candidates have built GTM frameworks anchored on consumption, not just SaaS-based licenses
• AI Technical Depth + Executive Engagement: Hands-on experience with AI platforms and enterprise integration patterns, combined with a proven track record of engaging C-level stakeholders in €10M+ technical evaluations and enterprise sales cycles
• Multi-sector GTM experience in regulated sectors: Demonstrated success in adapting technical approaches to different vertical sectors, particularly regulated sectors such as banking, insurance, and healthcare, including working with risk, compliance, and works council stakeholders

You may be a good fit if you

• 7+ years of technical pre-sales management experience, including 2nd-line leadership or above (leading managers).
• Have sold complex technical products to large enterprises in France, Iberia, Italy, the Middle-East and Africa.
• Have worked across multiple industries, such as financial services, healthcare and life sciences, manufacturing, telecom, retail, and energy.
• Understand the cultural differences between Southern European markets and the regulatory context your customers operate in, and adapt your approach to each.
• Think highly strategically about complex industry accounts, and turn that thinking into plans your team and sales counterparts can execute.
• Have deep technical proficiency with enterprise AI use cases, API integrations, and LLM deployments.
• Thrive in building and rapidly scaling teams and processes within ambiguous and fast-moving environments.
• Have excellent communication, collaboration, and coaching abilities.
• Strong executive presence and ability to foster deep relationships with business and technical leaders at the region's largest companies.
• Have at least a high level familiarity with the architecture and operation of LLMs.
• Have a passion for making powerful technology safe and societally beneficial.
• Stay up-to-date and informed by taking an active interest in emerging research and industry trends within AI.

Strong candidates may have

• Enterprise pre-sales leadership at scale: 5+ years leading solution architect teams through hypergrowth (ideally dozens of people across several countries), with direct experience leading managers and developing talent in complex enterprise software sales environments.
• Multilingual and multicultural range: In addition to English, fluency in one or more of French, Italian, Spanish or Portuguese, and experience leading teams distributed across several countries.
• Experience with consumption business models: Ideal candidates have built GTM frameworks anchored on consumption, not just SaaS-based licenses.
• AI Technical Depth + Executive Engagement: Hands-on experience with AI platforms and enterprise integration patterns, combined with proven track record engaging C-level stakeholders in €10M+ technical evaluations and enterprise sales cycles.
• Multi-industry GTM experience in regulated sectors: Demonstrated success adapting technical approaches to different verticals, in particular regulated ones such as banking, insurance, and healthcare, including working with risk, compliance, and works council stakeholders.

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

What we offer

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.

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.

Other

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.

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 http://anthropic.com/careers directly for confirmed position openings.