Menlo Ventures
Manager of Solutions Architecture
Menlo Ventures, San Francisco, California, United States, 94199
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 the manager of the Industries Solutions Architect team within Applied AI at Anthropic, you will drive the adoption of frontier AI in partnership with the rest of the go‑to‑market organization. Our Industries customers include Fortune 500 companies within verticals such as financial services, healthcare life sciences, and retail. You’ll leverage your technical skills and consultative sales experience to drive positive AI transformation that addresses customers’ business needs, meets their technical requirements, and provides a high degree of reliability and safety.
You will be responsible for leading and growing the pre‑sales team that partners with account executives to help those companies understand and deploy Anthropic’s products, including Claude for Enterprise, Claude Code, and the API. This will include hiring great people, establishing processes for the team to scale, and representing Anthropic directly at strategic customer engagements.
Responsibilities
Hire, manage, and guide a team of pre‑sales Solutions Architects by providing both technical guidance and career development.
Set goals for your team in collaboration with sales and other parts of the organization that establish baseline expectations for performance.
Act as a technical sponsor for high‑value strategic customers and advise them on their overall AI adoption strategies or use‑case scoping and POC execution.
Partner closely with Industries sales leadership to identify new strategies to drive adoption of Anthropic products within specific verticals or horizontal use cases.
Work with cross‑functional teams like product and engineering to ensure Anthropic prioritizes customer feedback or resolves blockers to adoption.
Travel to customer sites or conferences for executive‑level sessions, technical workshops, and relationship building.
Establish a shared vision for creating solutions that enable beneficial and safe AI in technology products.
Contribute to thought leadership through conference presentations, webinars, and technical content creation.
Stay current with emerging AI/ML trends and the competitive landscape.
Qualifications (Core)
7+ years of experience as a Solutions Architect, Sales Engineer, or similar pre‑sales technical role.
3+ years of technical pre‑sales management experience.
Have sold complex technical products to Fortune 500 companies, especially in financial services, healthcare life sciences, and retail.
Have deep technical proficiency with enterprise AI use cases, API integrations, and LLM deployments.
Thrive in building and rapidly scaling teams and processes within ambiguous and fast‑moving environments.
Have excellent communication, collaboration, and coaching abilities.
Strong executive presence and ability to foster deep relationships with technical leaders and engineering teams at Fortune 500 companies.
Have at least a high‑level familiarity with the architecture and operation of LLMs.
Have a passion for making powerful technology safe and societally beneficial.
Stay up‑to‑date and informed by taking an active interest in emerging research and industry trends within AI.
Additional (Optional) Experience
Enterprise pre‑sales leadership at scale:
5+ years leading solution architect teams through hypergrowth (ideally 10 to 50+ people), with direct experience managing senior individual contributors and developing junior talent in complex enterprise software sales environments.
AI Technical Depth + Executive Engagement:
Hands‑on experience with AI platforms and enterprise integration patterns, combined with a proven track record engaging C‑level stakeholders in $10M+ technical evaluations and enterprise sales cycles.
Multi‑Segment GTM Experience:
Demonstrated success adapting technical approaches across customer segments (commercial to Fortune 100).
Compensation The expected base compensation for this position is $270,000 – $345,000 USD. Our total compensation package for full‑time employees includes equity, benefits, and may include incentive compensation.
Logistics Education requirements:
We require at least a Bachelor’s degree in a related field or equivalent experience.
Location‑based hybrid policy:
Currently, we expect all staff to be in one of our offices at least 25 % of the time. Some roles may require a higher percentage of on‑site presence.
Visa sponsorship:
We sponsor visas for qualified candidates when a job offer is made, but we are not able to guarantee sponsorship for every role.
Application Encouragement We encourage you to apply even if you do not believe you meet every single qualification. Not all strong candidates will meet every single qualification as listed. We want to include a range of diverse perspectives on our team.
Guidance on Candidates’ AI Usage Learn about our policy for using AI in our application process.
Equal Employment Opportunity Statement As set forth in Anthropic’s Equal Employment Opportunity policy, we do not discriminate on the basis of any protected group status under any applicable law.
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About the Role As the manager of the Industries Solutions Architect team within Applied AI at Anthropic, you will drive the adoption of frontier AI in partnership with the rest of the go‑to‑market organization. Our Industries customers include Fortune 500 companies within verticals such as financial services, healthcare life sciences, and retail. You’ll leverage your technical skills and consultative sales experience to drive positive AI transformation that addresses customers’ business needs, meets their technical requirements, and provides a high degree of reliability and safety.
You will be responsible for leading and growing the pre‑sales team that partners with account executives to help those companies understand and deploy Anthropic’s products, including Claude for Enterprise, Claude Code, and the API. This will include hiring great people, establishing processes for the team to scale, and representing Anthropic directly at strategic customer engagements.
Responsibilities
Hire, manage, and guide a team of pre‑sales Solutions Architects by providing both technical guidance and career development.
Set goals for your team in collaboration with sales and other parts of the organization that establish baseline expectations for performance.
Act as a technical sponsor for high‑value strategic customers and advise them on their overall AI adoption strategies or use‑case scoping and POC execution.
Partner closely with Industries sales leadership to identify new strategies to drive adoption of Anthropic products within specific verticals or horizontal use cases.
Work with cross‑functional teams like product and engineering to ensure Anthropic prioritizes customer feedback or resolves blockers to adoption.
Travel to customer sites or conferences for executive‑level sessions, technical workshops, and relationship building.
Establish a shared vision for creating solutions that enable beneficial and safe AI in technology products.
Contribute to thought leadership through conference presentations, webinars, and technical content creation.
Stay current with emerging AI/ML trends and the competitive landscape.
Qualifications (Core)
7+ years of experience as a Solutions Architect, Sales Engineer, or similar pre‑sales technical role.
3+ years of technical pre‑sales management experience.
Have sold complex technical products to Fortune 500 companies, especially in financial services, healthcare life sciences, and retail.
Have deep technical proficiency with enterprise AI use cases, API integrations, and LLM deployments.
Thrive in building and rapidly scaling teams and processes within ambiguous and fast‑moving environments.
Have excellent communication, collaboration, and coaching abilities.
Strong executive presence and ability to foster deep relationships with technical leaders and engineering teams at Fortune 500 companies.
Have at least a high‑level familiarity with the architecture and operation of LLMs.
Have a passion for making powerful technology safe and societally beneficial.
Stay up‑to‑date and informed by taking an active interest in emerging research and industry trends within AI.
Additional (Optional) Experience
Enterprise pre‑sales leadership at scale:
5+ years leading solution architect teams through hypergrowth (ideally 10 to 50+ people), with direct experience managing senior individual contributors and developing junior talent in complex enterprise software sales environments.
AI Technical Depth + Executive Engagement:
Hands‑on experience with AI platforms and enterprise integration patterns, combined with a proven track record engaging C‑level stakeholders in $10M+ technical evaluations and enterprise sales cycles.
Multi‑Segment GTM Experience:
Demonstrated success adapting technical approaches across customer segments (commercial to Fortune 100).
Compensation The expected base compensation for this position is $270,000 – $345,000 USD. Our total compensation package for full‑time employees includes equity, benefits, and may include incentive compensation.
Logistics Education requirements:
We require at least a Bachelor’s degree in a related field or equivalent experience.
Location‑based hybrid policy:
Currently, we expect all staff to be in one of our offices at least 25 % of the time. Some roles may require a higher percentage of on‑site presence.
Visa sponsorship:
We sponsor visas for qualified candidates when a job offer is made, but we are not able to guarantee sponsorship for every role.
Application Encouragement We encourage you to apply even if you do not believe you meet every single qualification. Not all strong candidates will meet every single qualification as listed. We want to include a range of diverse perspectives on our team.
Guidance on Candidates’ AI Usage Learn about our policy for using AI in our application process.
Equal Employment Opportunity Statement As set forth in Anthropic’s Equal Employment Opportunity policy, we do not discriminate on the basis of any protected group status under any applicable law.
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