About the Role
As a digital native AI sales leader at Anthropic, you'll build and lead a high-performing team of account executives focused on driving adoption of our cutting-edge AI solutions throughout the startup ecosystem. This pivotal role combines strategic leadership with hands-on sales management to accelerate revenue while ensuring responsible AI deployment. You'll collaborate directly with GTM leadership, product teams, and engineering to define and execute our startup go-to-market strategy, empowering startups to unlock new use cases and achieve breakthrough results with Anthropic's emerging products.
Responsibilities
- Build and lead a team of AI Native Account Executives, implementing the broader startup ecosystem strategy through effective sales execution and team development
- Design and execute regional or segment-specific sales strategies aligned with company-wide startup initiatives
- Develop and optimize sales processes that enable scalable startup engagement, from seed stage through hypergrowth, while maintaining high standards of responsible AI deployment
- Partner with other startup ecosystem team leads across partnerships, developer relations, and account management to ensure coordinated execution of startup programs
- Create and implement sales enablement programs that help your team effectively articulate Anthropic's value proposition to technical and non-technical startup stakeholders
- Drive revenue growth through strategic pipeline development, territory planning, and resource allocation while maintaining forecast accuracy
- Provide market intelligence and customer feedback to inform product roadmap and startup program development
Minimum Qualifications
- 10+ years of experience driving adoption of emerging technologies with a consultative, solutions-oriented sales approach, with 5+ years leading sales teams
- Deep understanding of the startup ecosystem and experience working with high-growth technology companies at various stages
- Track record of exceeding team revenue targets and successfully scaling startup sales organizations in emerging technology markets
- Experience building relationships with startup ecosystem players including accelerators, incubators, and venture capital firms
- Strong analytical skills with the ability to use data to inform strategy, forecast accurately, and make evidence-based decisions about pipeline and territory management
- Excellence in cross-functional collaboration and ability to align sales execution with broader ecosystem initiatives
- Proven ability to recruit, develop, and retain top sales talent while building an inclusive team culture
- Passion for emerging technologies like AI, with particular interest in ensuring they are developed safely and responsibly
Logistics
- Minimum education: Bachelor’s degree or an equivalent combination of education, training, and/or experience
- Required field of study: A field relevant to the role as demonstrated through coursework, training, or professional experience
- Location-based hybrid policy: Currently, we expect all staff to be in one of our offices at least 25% of the time. However, some roles may require more time in our offices.
- Visa sponsorship: We do sponsor visas! However, we aren't able to successfully sponsor visas for every role and every candidate. But if we make you an offer, we will make every reasonable effort to get you a visa, and we retain an immigration lawyer to help with this.
How we're different
We believe that the highest-impact AI research will be big science. At Anthropic we work as a single cohesive team on just a few large-scale research efforts. And we value impact — advancing our long-term goals of steerable, trustworthy AI — rather than work on smaller and more specific puzzles. We view AI research as an empirical science, which has as much in common with physics and biology as with traditional efforts in computer science. We're an extremely collaborative group, and we host frequent research discussions to ensure that we are pursuing the highest-impact work at any given time. As such, we greatly value communication skills.
The easiest way to understand our research directions is to read our recent research. This research continues many of the directions our team worked on prior to Anthropic, including: GPT-3, Circuit-Based Interpretability, Multimodal Neurons, Scaling Laws, AI & Compute, Concrete Problems in AI Safety, and Learning from Human Preferences.