Anthropic is seeking a Commercial Counsel for Platform & Marketplace to support scaling of go-to-market motions and platforms like the Claude Marketplace. The role involves owning legal strategy and contracting programs, advising the Partnerships & Alliances team, negotiating multi‑party deals, architecting partnership frameworks, and coordinating across internal functions. The candidate should have a JD, state bar membership, extensive experience leading complex technology partnership negotiations, deep partnership economics knowledge, strong risk assessment judgment, executive communication skills, mentoring experience, and genuine curiosity about AI technology. The position is based in multiple U.S. offices (San Francisco, Seattle, New York City, Washington, DC) with hybrid work expectations.
Commercial Counsel, Platform & Marketplace at Anthropic
Hybrid - San Francisco, CA; Seattle, WA; New York City, NY; Washington, DC
More jobs at AnthropicSalary
USD 265,000 - 320,000
Requirements
Skills
- JD and active membership in at least one U.S. state bar (California preferred)
- Demonstrated track record of independently leading complex, multi-stakeholder negotiations with major technology companies that resulted in successful partnership launches
- Experience serving as the go-to legal partner for a partnerships or business development organization; the attorney that business leaders actively want in strategy sessions
- Deep understanding of partnership economics: how deal registration works, why revenue attribution matters to partners, how to structure incentives that align interests, and what motivates a partner to prioritize one vendor over another
- Superior judgment in risk assessment and strategic tradeoffs, with the confidence to recommend which partnerships to pursue, which terms are worth fighting for, and when to walk away
- Outstanding communication skills with executive presence; comfortable presenting partnership strategy to senior leadership and negotiating directly with partner General Counsels
- Track record of mentoring and elevating other attorneys, whether through formal reporting relationships or informal guidance
- Genuine intellectual curiosity about AI technology and comfort with ambiguity; thrives in environments where building the playbook
- At least 8 years of relevant legal experience, with at least 4 years of substantial focus on technology partnerships, channel programs, and strategic alliances
- Direct experience as commercial counsel at high-growth technology companies during scaling phases, where partnerships are central to the GTM model
- Background negotiating with and managing relationships with major hyperscalers and systems integrators
- Familiarity with complex revenue-sharing arrangements, marketplace agreements, and co-sell programs where multiple parties share economics
- Experience with emerging technology partnerships (AI/ML, cloud infrastructure, developer platforms) where legal frameworks are still evolving and helped define industry norms
- Prior involvement in deals where partnership terms created constraints or opportunities for other business relationships, including managing a counterparty who is simultaneously a partner, supplier, and sometimes competitor
Responsibilities
- Own end-to-end legal strategy and execution for certain partnership ecosystems and contracting programs
- Serve as one of the legal partners to our Partnerships & Alliances business team, functioning as a strategic advisor embedded in partnership planning
- Independently lead complex, multi-party negotiations involving technical integrations, revenue-sharing arrangements, joint go-to-market strategies, and strategic commitments that may implicate other Anthropic business relationships
- Architect scalable partnership frameworks, templates, and programs that enable the broader organization to execute deals efficiently while maintaining appropriate risk controls
- Provide strategic counsel on partnership structures that balances legal risk management with aggressive growth objectives
- Coordinate cross-functionally with Compute, Strategic Pursuits, Finance, and GTM teams on deals where partnership terms interact with other commercial relationships and commitments
Technologies
AIAI/MLcloud infrastructuredeveloper platforms
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