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, and legal teams to ensure our products reach customers to support Anthropic's rapid growth while maintaining the financial discipline and risk management practices essential for a frontier AI company. You'll have the opportunity to build scalable processes from the ground up and directly impact some of our most strategic customer relationships.
Responsibilities

• Financial Analysis: Conduct growth and margin analysis, discount impact assessment, and deal profitability modeling to support data-driven decision making
• Deal Structure Optimization: Collaborate with sales teams to structure deals that meet customer needs while protecting Anthropic's financial and strategic interests
• Deal Review and Approval Management: Review and analyze enterprise deals exceeding standard parameters, focusing on pricing structures, contract terms, and financial implications
• Cross-Functional Coordination: Serve as the primary liaison between sales, finance, legal, and compliance teams throughout the deal lifecycle, ensuring smooth coordination and timely approvals
• Risk Assessment: Evaluate potential risks in non-standard deal terms and escalate appropriately to senior stakeholders
• Policy Implementation: Help develop and maintain deal approval policies, pricing guidelines, and exception handling procedures aligned with company objectives
• Process Development: Create and refine approval workflows, escalation procedures, and standardized templates that enable efficient processing of complex deals while maintaining appropriate controls
• Documentation and Reporting: Maintain comprehensive deal documentation and provide regular reporting on deal strategy metrics, trends, and performance

You may be a good fit if you

• Have 7+ years of experience in deal strategy, deal desk, finance, sales strategy and operations, or related analytical roles, preferably in a high-growth technology environment
• Possess hands-on experience building sophisticated financial models, conducting pricing optimization, and structuring complex deals
• Have excellent communication and stakeholder management abilities, with proven success coordinating across multiple departments
• Are detail-oriented with strong process improvement instincts and the ability to design scalable workflows
• Have experience with CRM systems, CPQ tools, and contract management platforms
• Can work effectively in fast-paced, ambiguous environments while maintaining accuracy and attention to detail
• Have a collaborative mindset and enjoy solving complex problems through cross-functional partnership

Strong candidates may also have

• Experience at a SaaS, cloud, or AI/ML company with complex enterprise sales cycles
• Background in consulting, investment banking, or other roles requiring deep analytical and strategic thinking
• Experience with deal desk operations at companies with subscription and 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:

$240,000-$325,000 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.