Strategic Business Development Lead
About this role
This role is suited for an experienced dealmaker who thrives in ambiguous, high-stakes environments and possesses strong judgment. The individual will be central to defining and executing Anthropic's business development strategy by managing partnerships with some of the world's largest technology companies. The core focus of this position is on product and distribution partnerships, requiring the ability to co-develop opportunities and structure complex commercial, technical, and go-to-market terms that ensure partnerships are durable.
The successful candidate will manage multiple, complex deal streams concurrently within a single partner, ensuring all moving parts remain coherent. They will act as the primary counterpart to senior executives at large organizations, guiding negotiations from initial contact through final execution. This role exists to bridge the gap between Anthropic's AI capabilities and real-world product integration and distribution across various sectors. It requires a strategic thinker who can weigh commercial potential against broader strategic and mission considerations, making nuanced recommendations to leadership.
What you will do
- Manage a small number of large, multi-faceted partner relationships by setting the strategy for each relationship and determining pursuit order.
- Lead product partnerships by identifying and structuring opportunities to embed Claude into partners' consumer and enterprise products.
- Define the necessary product, technical, data, and brand terms associated with these co-developed opportunities.
- Run multiple deal streams in parallel, managing concurrent negotiations spanning product integrations, distribution, commercial agreements, and infrastructure.
- Negotiate complex, first-of-kind agreements involving novel commercial structures, revenue sharing, and competitive provisions.
- Serve as an executive counterpart, building relationships with senior executives and guiding Anthropic's executives through partner engagements.
- Exercise judgment to determine when to accept or decline opportunities based on commercial upside and strategic alignment.
- Drive cross-functional execution by coordinating teams across Product, Engineering, Sales, Marketing, Finance, Legal, and Policy.
What you need
- Direct experience owning a large, multi-business partner relationship, holding accountability for the entire relationship.
- A proven track record of structuring and closing product partnerships, including embedding technology into partner products or establishing distribution channels.
- Experience in leading complex, multi-stakeholder negotiations with senior executives, particularly those involving interlocking terms and competitive sensitivities.
- Demonstrated ability to manage several significant negotiations simultaneously without losing focus on any individual stream.
- Proven capacity to coordinate cross-functional execution across departments to move a complex agreement from structuring to delivery.
- Experience managing multiple concurrent negotiations within the same partner relationship.
- A background in strategic business development or corporate development within the technology sector is required.
Nice to have
- 10+ years in strategic business development, strategic partnerships, or corporate development at technology companies
- Experience on either side of a partnership between a foundation model or AI platform provider and a large tech company
Benefits
- $300,000 — $365,000 USD
Skills and tech stack
Questions candidates ask
What is the remote policy for this role?
The posting does not specify the remote work policy for this position.
What is the compensation range for this role?
The salary for this role is listed between $300,000 and $365,000 USD.
What is the core technology involved?
The role involves embedding Claude into partners' consumer and enterprise products and co-developing new products and features.
How is cross-functional execution managed?
The role requires coordinating Product, Engineering, Sales, Marketing, Finance, Legal, and Policy across the life of a partnership.