Head of Deal Desk - International

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.

Anthropic's Deal Desk sits at the center of how we turn commercial intent into signed, bookable business. As demand for Claude grows across every region, the deals themselves are getting larger, more structured, and more consequential — and the desk is what keeps them moving quickly without sacrificing pricing discipline, deal quality, or clean handoffs downstream. We already run this well in the Americas. This role builds and leads the equivalent outside it.

You'll own Deal Desk for our international business — EMEA and APAC — and lead a team of three. You'll be the commercial partner sales teams come to when a deal doesn't fit the standard shape: multi-year and consumption structures, non-standard pricing and discounting, complex commit and ramp terms, and the approvals that go with them. You'll make those deals faster to close and cleaner to book, and you'll be the point where regional nuance meets a consistent global standard rather than fragmenting away from it.

You'll partner closely with the global Deal Desk lead to keep one operating model across regions, while adapting it to the realities of selling in markets with different currencies, tax and entity structures, and buying norms. Internally you'll work shoulder to shoulder with Sales, Revenue Operations, Revenue Accounting, Legal, and Finance — translating between what the field needs to win and what the business needs to book cleanly. When those interests pull in different directions, you're often the person who resolves it.

This is a foundational role: you'll establish how Deal Desk operates across our international regions, and you'll hire, develop, and scale the team that runs it. If you want to build the commercial engine for a business growing this fast, in the regions where much of that growth is still ahead of us, this is the seat.

• 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