About this role
Leaders who thrive in fast-paced environments and possess a strong background in scaling technical sales teams will find this opportunity rewarding. Anthropic is looking for a Head of Strategic Startups to shape the commercial strategy and manage relationships with the world's most prominent AI-native startups building on Claude.
In this capacity, the person will direct a team of Account Executives, oversee a substantial revenue line, and collaborate closely with product and engineering groups. Candidates who succeed here bring deep familiarity with the startup ecosystem, technical fluency with developer platforms, and a dedication to safe artificial intelligence development.
What you will do
- Design and execute the multi-year strategy for the strategic startups segment, focusing on segmentation and partnership priorities.
- Hire, mentor, and scale a high-performing team of Account Executives while establishing clear operating cadences.
- Manage the segment revenue plan and P&L outcomes, encompassing forecasting, quota design, and resource allocation.
- Engage directly with founders, CEOs, and CTOs to lead high-leverage commercial and partnership agreements.
- Negotiate complex, non-standard commercial structures such as credits programs, strategic pricing, and co-development initiatives.
- Act as the internal executive voice for the startup segment, influencing product roadmaps and pricing decisions.
- Represent the organization externally with investors and industry events to articulate the approach to frontier AI.
What you need
- Demonstrate at least 15 years of experience in enterprise or technical software sales, including 7 years leading sales teams.
- Possess a proven track record of owning a significant revenue line with full accountability for forecasts and results.
- Show hands-on experience building or scaling a sales or account management organization.
- Bring first-hand familiarity with the startup ecosystem, including established relationships with founders and venture investors.
- Exhibit technical credibility when selling consumption-based, API, infrastructure, or ML platforms to technical leaders.
- Hold a Bachelor’s degree or an equivalent combination of education, training, and professional experience.
Nice to have
- Experience leading a startups or emerging-companies segment at a cloud, infrastructure, or AI platform company through hypergrowth
- Founder, operator, or venture experience within a high-growth startup
- History of building ecosystem programs such as startup credits or accelerator partnerships
- Track record of hiring and developing leaders who advanced to run their own organizations
Skills and tech stack
Questions candidates ask
What is the remote or office policy for this role?
Anthropic maintains a location-based hybrid policy where staff are expected to be in one of the offices at least 25% of the time, though some roles may require more frequent in-office presence.
What is the compensation range for this position?
The annual On Target Earnings range for this role is $550,000 to $750,000 USD, which includes both the sales commissions or bonuses target and the annual base salary.
Does the company offer visa sponsorship?
Yes, visa sponsorship is available. The organization makes every reasonable effort to secure visas for offered candidates and retains an immigration lawyer to assist.