Head of Deal Desk - International

About the role

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.

What you’ll do

• Own Deal Desk for Anthropic's international business across EMEA and APAC — the operating model, the team, and the outcomes
• Lead, hire, and develop a team of three, and scale it as the international business grows
• Serve as the commercial partner to international sales teams on complex and non-standard deals, including pricing, discounting, multi-year and consumption structures, commit and ramp terms, and deal structuring
• Own the deal approval and review process for the region — clear thresholds, fast turnaround, and the right escalation paths — so that speed and pricing discipline aren't traded off against each other
• Partner with the global Deal Desk lead to maintain one consistent operating model across regions, adapting it to regional currency, tax, entity, and buying-norm differences rather than fragmenting from it
• Act as the validation point between deal creation and order management, ensuring quotes and signed order forms are structured to book cleanly and provision correctly
• Work across Revenue Operations, Revenue Accounting, Legal, and Finance to resolve the trade-offs that non-standard deals create, and to close gaps between what closes a deal and what books correctly
• Own the quality of Deal Desk inputs in Salesforce and CPQ for the region, and drive the process and tooling improvements that let the desk scale without adding friction
• Establish the metrics that show the desk is working — cycle time, approval turnaround, deal quality, and downstream booking accuracy — and hold the team to them

What they’re looking for

Select a requirement to inspect fit, evidence or application context.

• Are excited about Anthropic's mission to develop AI that is safe and beneficial
• Work effectively in fast-moving environments with high ambiguity, and are comfortable building process where little exists yet
• Have led a Deal Desk, deal management, or revenue operations function, and have structured complex, non-standard commercial deals directly
• Have managed people, and can hire, develop, and grow a team
• Understand the mechanics of deal structuring — pricing, discounting, multi-year and consumption models, commit and ramp terms — and the approval frameworks that govern them
• Have worked across Sales, Legal, Finance, and Revenue Accounting to move deals from quote to signed, bookable order
• Are fluent in the tooling of a modern GTM stack, including Salesforce and CPQ
• Communicate clearly and credibly with both field sales and internal control functions, and can resolve competing interests between them
• A field relevant to the role as demonstrated through coursework, training, or professional experience

Helpful, not always essential

• Extensive experience running Deal Desk or revenue operations across international markets, ideally spanning both EMEA and APAC
• Have built or materially scaled a Deal Desk function, rather than only inheriting and running one
• Familiarity with the operational realities of selling internationally — multi-currency, multi-entity, and varied tax and invoicing requirements
• Experience with quote-to-order and order management processes and the handoffs between them
• Exposure to CPQ platforms such as nue.io, and to the systems and data that connect quoting to booking
• Have worked at a company that scaled significantly during your tenure, particularly through a period of rapid international growth
• Understanding of how enterprises evaluate and buy AI products, and how that shapes commercial structures
• 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:
• €295.000—€295.000 EUR