Industry Principal, Business Value

San Francisco, CA | New York City, NYOn-site 3w ago

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

Apply now

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