Scaled Growth Account Executive, AI Native
About this role
Rapidly scaling AI-native startup customers need dedicated commercial guidance to maximize the potential of frontier models, and this role solves that challenge by managing a targeted portfolio of roughly six to eight strategic accounts. Working closely with go-to-market, product, and applied artificial intelligence teams, the account executive owns the complete sales cycle for upsell and renewal opportunities while driving long-term retention. Success requires building trusted advisory relationships with technical leaders, founders, and executive stakeholders to navigate complex commercial landscapes and unlock new workloads.
Candidates joining the team will coordinate account strategies, execute executive business reviews, and help shape product roadmaps by relaying critical market feedback. The ideal professional brings deep commercial acumen, a history of exceeding quota in fast-paced environments, and comfort in managing multi-stakeholder deals within the developer or infrastructure space. This position suits individuals who thrive on bringing structure to complex situations and want to contribute to the responsible development of transformative technology.
What you will do
- Manage a focused portfolio of six to eight high-growth AI-native startup accounts to drive revenue expansion and maintain high retention rates.
- Own the complete sales cycle for upsell, cross-sell, and renewal opportunities across strategic enterprise agreements.
- Cultivate and maintain trusted partnerships with founders, board members, executive stakeholders, and technical decision-makers.
- Lead strategic account planning initiatives including executive business reviews, usage forecasting, and health checks.
- Collaborate closely with product and applied AI teams to navigate complex commercial negotiations and competitive evaluations.
- Serve as the primary voice of the customer by gathering actionable market feedback to inform future product roadmaps.
What you need
- Bring 11 or more years of professional experience in sales or account management with a documented history of growing complex accounts.
- Demonstrate a proven ability to act as a strategic advisor to founders, executives, and fast-scaling startup leaders.
- Possess hands-on experience managing multi-stakeholder sales cycles and negotiating strategic commercial agreements.
- Exhibit strong presentation and communication skills to engage stakeholders ranging from individual contributors to C-level executives.
- Apply an analytical yet creative approach to understanding customer usage patterns and driving account expansion.
- Maintain an enthusiasm for emerging technologies and a commitment to their safe and responsible development.
Nice to have
- Experience selling or expanding usage- or consumption-based API, infrastructure, or developer-platform products
- Experience selling to technical founders, CTOs, and engineering leaders at AI-native or developer-first companies
- Fluency in the LLM and AI market regarding model providers, capabilities, pricing models, and competitive switching
- Experience structuring larger commercial agreements including usage commitments, multi-year terms, and enterprise contract terms
Skills and tech stack
Questions candidates ask
What is the remote or hybrid work policy for this role?
Anthropic maintains a location-based hybrid policy. Staff members are expected to be in one of the offices in New York City or San Francisco at least 25% of the time, though certain roles may require a higher presence.
What is the compensation range for this position?
The annual On Target Earnings range is between $290,000 and $380,000 USD. This total includes both the target sales commissions or bonuses and the annual base salary.
Does the company offer visa sponsorship?
Yes, Anthropic sponsors visas for candidates. While sponsorship cannot be guaranteed for every role or applicant, the company makes every reasonable effort and retains an immigration lawyer to assist if an offer is extended.
What kind of customers will this account executive manage?
The role involves owning a portfolio of roughly 6 to 8 strategic, fast-scaling AI-native startup customers. These are companies that build on Anthropic's models and require consultative sales expertise to scale their capabilities.