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. Annual Salary: $435,000 — $550,000 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 c