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Head of Digital Natives & Startups, ANZ

AnthropicSydney, AustraliaSales
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Salary
Not listed
Job type
Full-time
Experience
Lead · 15+ yrs
Posted
9 Oct 2026
Status
Open · checked 7d ago

About this role

The Head of Digital Natives & Startups role in Sydney, Australia is aimed at senior sales leaders with deep experience in technology and startup ecosystems. It suits candidates who have built and managed high-performing teams and have a strong network across ANZ’s digital-native market.

Role Overview

Anthropic seeks a senior executive to design and run its go-to-market strategy for digital native businesses and startups throughout Australia and New Zealand. The leader will create a sales motion that drives adoption of Anthropic’s Claude AI model, both directly and via cloud partners, while aligning regional priorities with the company’s global vision.

Key Responsibilities

Define and implement the ANZ market strategy for acquiring and expanding digital-native customers.
Recruit, coach, and lead a sales organization across Australia and New Zealand, setting clear targets and career paths.
Own pipeline, forecasting, and consumption-based revenue goals for the segment.
Build repeatable processes that guide customers from early-stage founders to high-growth digital firms.
Cultivate relationships with founders, venture investors, accelerators, and developer communities.
Partner with cloud providers and internal Partnerships teams to co-sell and broaden reach.
Work with Product, Marketing, Solutions, and Customer Success to tailor offerings and messaging for ANZ, feeding back market insights.
Represent ANZ priorities to regional and global leadership, ensuring local execution matches global strategy.
Serve as an executive sponsor for key accounts, communicating Anthropic’s trust and safety principles.

Requirements

Minimum 15 years of experience selling technology products to enterprise customers in the ANZ market.
At least 5 years of people-management experience leading sales teams focused on digital natives or startups.
Demonstrated success in consumption-based sales models such as cloud, API, or usage-based SaaS.
Proven ability to build a business or team from scratch in Australia and/or New Zealand.
Track record of both new-customer acquisition and account growth.
Strong network and credibility within the ANZ startup and digital-native ecosystem.
Ability to explain technical products clearly to founders, engineers, and executives.

Nice to Have

Background working at Google, AWS, or a comparable cloud/SaaS firm.
Experience selling AI, machine-learning, or developer-focused solutions.
History of co-selling with cloud partners and managing channel relationships.
Experience hiring and scaling teams rapidly.
Familiarity with ANZ regulatory and data-privacy requirements.

Skills and Tools

Consumption-based sales expertise (cloud, API, SaaS)
Knowledge of AI and machine-learning product positioning
Relationship building within startup ecosystems
Collaboration with cloud partners (e.g., AWS, Google Cloud)
Strategic planning and forecasting
Leadership and team development

About the Company

Anthropic’s mission is to develop reliable, interpretable, and steerable AI systems that are safe and beneficial for users and society. The company comprises researchers, engineers, policy experts, and business leaders focused on building trustworthy AI.

How to Apply

Candidates should apply through Anthropic’s official careers page.

Skills and tech stack

AWSGoogle CloudAPISaaSAIMachine Learning

Questions candidates ask

What type of experience is required for this role?

At least 15 years selling technology products to enterprise organisations in ANZ and 5 years managing sales teams in the digital-native or startup segment.

Is experience with AI or machine-learning products necessary?

Experience selling AI, machine-learning, or developer-focused products is listed as a preferred qualification, not a strict requirement.

Will the role involve travel within Australia and New Zealand?

The posting does not specify travel requirements, but the role covers the entire ANZ region and includes building relationships across the startup ecosystem.

What education is required?

A bachelor’s degree or an equivalent combination of education, training, and experience is required.

Does Anthropic provide visa sponsorship for this position?

Yes, Anthropic states that they sponsor visas and will make reasonable efforts to do so for successful candidates.

What is the expected office attendance policy?

Staff are expected to be in the office at least 25% of the time, with some roles potentially requiring more on-site presence.

Ready to apply?

The application is on the official Anthropic careers page.

Apply on company site