Head of Strategic Startups

The role

You will own the strategy, organization, and commercial outcomes for Anthropic's relationships with AI-native startups. You will lead a team of Account Executives and manage a revenue line spanning expansion, retention, and new strategic wins.

What you will do

• Set the multi-year strategy for the Strategic Startups business
• Build, lead, and scale a team of Account Executives
• Own the segment's revenue plan and P&L-level outcomes
• Personally lead relationships with high-leverage AI-native startups
• Design and negotiate novel commercial and partnership structures
• Serve as the executive voice of the startup segment inside Anthropic
• Partner with Enterprise Sales, Solutions, Partnerships, and Customer Success leadership
• Establish systems of record for account planning, customer health, and metrics
• Represent Anthropic externally with founders, investors, and at industry events
• Support building Anthropic's presence across the startup ecosystem

Required qualifications

• 15+ years of experience in enterprise or technical software sales
• 7+ years leading sales teams
• Experience as a founder or working as a Business Development leader securing large contracts
• Owned a significant revenue line with full accountability for plan, forecast, and results
• Built or materially scaled a sales or account management organization
• Deep, first-hand familiarity with the startup ecosystem
• Sold or led sales of technical, consumption-based, or platform products
• Structured and closed complex, non-standard commercial and partnership agreements at the executive level
• Strong cross-functional leader
• Analytically rigorous
• Bachelor’s degree or an equivalent combination of education, training, and/or experience
• Field of study relevant to the role

Nice to have

• Led a startups or emerging-companies segment at a cloud, infrastructure, or AI platform company through hypergrowth
• Founder, operator, or venture experience
• Built ecosystem programs that drove adoption of a developer platform
• Hired and developed leaders who went on to run their own organizations
• Experience leading through a market where the product and competitive landscape shifts quarterly

Benefits

• Competitive compensation and benefits
• Optional equity donation matching
• Generous vacation and parental leave
• Flexible working hours
• Office space

Before you apply

• We do sponsor visas, though not for every role and candidate

About the company

Anthropic is a public benefit corporation headquartered in San Francisco. Its mission is to create reliable, interpretable, and steerable AI systems.