Strategic Account Executive, Investment Banking & Capital Markets

About the Role

Anthropic's mission is to create reliable, interpretable, and steerable AI systems for the benefit of users and society. As an Account Executive focused on Investment Banking & Capital Markets, you will be a foundational member of the team introducing frontier AI to a highly complex and critical financial sector. Your primary responsibility will be to drive the adoption of Claude across various financial institutions, including investment banks, capital markets firms, asset managers, and sell-side research institutions. You will help these organizations revolutionize their workflows in areas such as deal execution, research production, trading operations, and client advisory. This role requires deep consultative sales expertise and comprehensive sector knowledge to secure strategic enterprise deals, while also establishing yourself as a trusted partner for stakeholders navigating AI deployment in highly regulated environments. You will collaborate closely with Go-to-Market, Product, Policy, and Marketing teams to shape Anthropic's strategy within this vital vertical and contribute to the definition of AI's transformative impact on capital markets.

Responsibilities

• Own the full sales cycle from prospecting through close, winning new business and driving revenue within investment banking and capital markets accounts. Navigate complex organizational structures to reach decision-makers across front office, middle office, and technology functions.
• Design and execute sales strategies tailored to the unique procurement dynamics, budget cycles, and risk considerations of capital markets institutions. Translate market intelligence into targeted account plans and campaigns.
• Identify and develop new use cases across investment banking workflows—M&A analysis, equity research, fixed income trading, compliance, and client reporting—collaborating cross-functionally to differentiate our offerings.
• Build consensus across complex stakeholder ecosystems including Managing Directors, technology leadership, risk and compliance officers, and procurement teams.
• Serve as the voice of the customer internally, gathering feedback from users and conveying market needs to inform product roadmaps, security requirements, and go-to-market positioning.
• Contribute to the evolution of our financial services sales methodology by documenting learnings, refining playbooks, and identifying process improvements that drive productivity and consistency.

Requirements

• 7+ years of enterprise B2B sales experience, with significant time selling into investment banks, capital markets firms, or asset managers
• Track record of closing complex, six- and seven-figure deals within financial institutions by navigating both technical requirements and business use cases
• Deep familiarity with how investment banks and capital markets firms buy technology—including vendor risk assessments, security reviews, and multi-stakeholder approval processes
• Experience negotiating enterprise agreements within financial services procurement frameworks, including navigating legal, compliance, and infosec requirements
• Proven history of exceeding revenue targets by effectively managing pipeline and executing a disciplined sales process
• Strong executive presence and the ability to present confidently to audiences ranging from analysts and associates to C-suite executives
• Understanding of investment banking and capital markets workflows, pain points, and competitive dynamics
• A strategic, analytical mindset combined with creative tactical execution
• Genuine enthusiasm for AI and its potential to transform financial services, paired with appreciation for the importance of safe and responsible deployment
• Bachelor's degree in a related field or equivalent experience

Qualifications

Not explicitly listed as a separate section.