Industry Principal, Business Value

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 an Industry Principal, Business Value at Anthropic, you’ll act as a strategic partner to prospective and current customers. You’ll work closely with sales teams and C-level executives to discover, quantify, and communicate the financial and strategic value of deploying frontier AI across the enterprise. By translating complex technological and operational benefits into hard financial metrics — ROI, total cost of ownership, payback period — you’ll help customers justify transformational decisions and accelerate complex sales cycles.

You’ll partner with Account Executives, Applied AI, and GTM leadership across our industry verticals, building the business cases behind Anthropic’s largest enterprise deployments — and helping customers measure and validate the value they realize.

Key responsibilities:

• Value discovery: facilitate workshops with key stakeholders (Finance, Operations, IT, HR) to uncover business drivers and operational inefficiencies
• Business case development: build robust financial models, ROI analyses, and Total Cost of Ownership (TCO) comparisons that articulate the value proposition
• Executive presentation: translate data-driven insights into board-room-ready presentations tailored to economic buyers
• Sales enablement: coach cross-functional sales teams to have compelling, value-oriented conversations and equip them with value-selling tools and frameworks
• Value realization: partner with customers post-implementation to measure and validate that the promised business value has been achieved

Minimum qualifications:

• 15+ years in management consulting, corporate strategy, financial analysis, or enterprise software sales
• Deep understanding of corporate finance and P&L management, with the ability to interpret customer financial data
• Exceptionally strong presentation and storytelling skills with a proven track record of successfully engaging C-suite executives
• Proficiency in building dynamic quantitative models (Excel, ROI tooling) to support decision-making
• Credibility with technical buyers and builders — CIOs, CTOs, CDOs — 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:

• MBA or equivalent advanced degree
• Experience bringing generative AI or LLM-based products, or other emerging platform technologies, to enterprises in these industries
• Experience building or scaling a value-engineering / business-value practice at an enterprise software or AI company
• Familiarity with generative AI economics and consumption- or usage-based commercial models

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.

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.

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.