How Anthropic Rebuilt Its Sales Org From Scratch When Demand Went Vertical: 54% of New Enterprise Logos Now Come Self-Serve (opens in new tab)

When Claude Opus 4.6 shipped in December 2025, Anthropic’s commercial team came back from winter break to find demand had gone vertical. They hadn’t hired for it. They hadn’t planned for it. As Eleanor Dorfman, Anthropic’s Head of Industries who runs the commercial and industries sales team, put it on the SaaStr AI Annual 2026...