“How did they do that? How did they get there?” Companies succeed because of the people who build them - operating leaders who grow businesses to new heights and make decisions every day that can impact entire industries. Each month, our Operator Spotlight gives you the inside track from one of our incredible Operator LPs (Limited Partners) who are changing the game – building and scaling some of the world’s most successful companies. Read on for lessons learned and mistakes made, perspectives from the top, practical advice, and ideas on what’s next. 

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This month, we chatted with Kate Earle Jensen, Head of Sales + Partnerships at Anthropic. Kate is an accomplished sales leader with over a decade of experience driving revenue growth for leading technology companies. Kate joined Anthropic in 2023 from Stripe, where she spent seven years in sales leadership roles, most recently as Head of AMER Platform Sales. At Stripe, she built and led the team focused on software platforms and payment facilitation. Prior to Stripe, Kate helped to build SMB sales teams at Google Enterprise (now Google Cloud).  At Anthropic, Kate is responsible for the company’s global sales and partnerships organizations and processes to meet rising global demand for AI-powered products. She thrives on the challenge of building a world-class sales organization in a rapidly evolving space. Kate is passionate about Anthropic's mission of building AI that is helpful, harmless, and honest.

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Tell us a bit about your early career journey and what propelled you from your BS in Biomedical Engineering from Yale into sales?

Kate: So many of us in tech have non-linear paths! Post-graduation, I did a fellowship abroad, then worked in product for a technology design + manufacturing firm in the mining industry. We built water-hydraulic drilling equipment and used materials more commonly found in biomedical devices than industrial manufacturing, so my degree ended up being pretty useful :). 

While I was there, I realized how much I enjoyed talking to customers as part of the design process - to truly impact a business, you need to be close to the customer and the market. At Google, I had the opportunity to build that connection, starting in sales ops, then becoming chief of staff to the head of sales, then being a founding team member of a new sales segment. This experience was invaluable in understanding the strategic side of sales at scale.

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And tell us about the move from Stripe to Anthropic - what were some of your motivations and key lessons you learned during the transition?

Kate: It was really tough to leave Stripe. I truly loved my time there and learned so much. The move to Anthropic was serendipitous – over a few weeks, three unrelated people that I really trust suggested that I talk to Daniela Amodei, co-founder and president of Anthropic. She and I had lunch, and I was inspired by Anthropic's mission and her vision for the business.

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Anthropic is among the biggest names driving Gen AI headlines. What are some practical tips for working at a company with such a huge spotlight on it?

Kate: Leading at a company at the forefront of AI brings unique challenges and opportunities. Here are a few key strategies I've found effective:

1. Stay mission-focused: With all the external attention, it's crucial to keep the team aligned with our core mission. This clarity helps cut through the noise and keeps us innovating in the right direction.
2. Embrace transparency: Both internally and externally, clear communication is vital. We strive to be open about our goals, challenges, and the ethical considerations of our work in AI.
3. Cultivate adaptability: The AI landscape is evolving rapidly. Building a culture that's comfortable with change and quick to adapt is essential for staying ahead.
4. Invest in learning: We encourage everyone to stay current with AI developments and to  use Claude as much as possible in their day-to-day roles. 

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It's a hot market out there for Gen AI! What are some strategies and tactics you use to help your team sell and stay focused in a noisy environment?

Kate: I don't think anyone has ever experienced the pace of market change we're seeing! Our team is great at staying laser-focused on our customers, and that focus helps us to drown out a lot of noise.

At the end of the day, we are here to help our customers solve real-world challenges by providing tangible solutions to their most pressing problems. By aligning our sales approach with Anthropic's 'race to the top' mission, we're not just selling AI – we're partnering with companies to responsibly and effectively transform their operations through advanced AI capabilities.

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You are well-known for hiring and leading high-performing teams. What are the most important traits you hire for when building out your sales teams?

Kate: Hiring people who are hungry, team players, and dedicated to developing mastery in their craft is always a good recipe for a great team. I'm so proud of the team we've put together here. This is an incredible group!

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What are you most excited about for the impact of Gen AI on the future of B2B enterprise businesses? And what keeps you up at night?

Kate: The potential of Generative AI to transform B2B enterprises is immense and multifaceted. I'm particularly excited about its ability to enhance decision-making processes, streamline operations, and create more personalized customer experiences at scale.

For instance, we're seeing AI revolutionize areas like:

1. Customer experience: AI-powered tools are helping companies offer better customer experiences, from engagement during the buying process through customer support.
2. Strategic planning: AI can analyze vast amounts of data to identify market trends and opportunities faster than ever before. Claude is helping me to coordinate much more effectively with cross-functional teammates. 
3. Sales and marketing: Predictive analytics and personalization at scale are changing how we approach customer acquisition and retention.

As for what keeps me up at night – it's ensuring that as we rapidly advance AI capabilities, we're also advancing our understanding of its implications. This includes:

1. Ethical considerations: Ensuring AI is developed and deployed responsibly, with proper safeguards against misuse.
2. Workforce evolution: Preparing for the changing nature of work as AI automates certain tasks.
3. Data privacy and security: As AI systems process more data, protecting sensitive information becomes increasingly critical.

The challenge and opportunity lie in harnessing the transformative power of AI while proactively addressing these concerns. It's a delicate balance, but getting it right will define the next era of business innovation.

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What's your secret superpower?

Kate: You know, I've been told my superpower is the ability to think at the 10,000-foot level and then execute on the ground. But honestly, I think a lot of that is just good old-fashioned work ethic and constantly trying to learn. In the AI world, things move so fast that being able to zoom out, see the big picture, and then dive into the details to make things happen is really valuable. It helps me connect the dots between what our brilliant researchers and engineers are creating and how it can solve real problems for our customers. Plus, it keeps me on my toes – which is exactly where you need to be in this industry!