Customer Success Manager, Digital Native Business at Anthropic

On-site - San Francisco, CA

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Join Anthropic's Customer Success team as an Enterprise Customer Success Manager for the Digital Native Business segment. In this high‑impact role you will partner with innovative, technology‑forward companies, serving as a strategic advisor to help them harness the full potential of Anthropic’s Claude capabilities—including API, Claude for Enterprise, and Claude Code. You will drive adoption, optimize usage, and expand the value of their investment while providing critical customer insights that inform product development and go‑to‑market strategies.

Salary

USD 151,840 - 265,000

Requirements

Skills

  • 6+ years of experience in Customer Success, Technical Account Management, or Solutions Engineering
  • Experience working with technology companies, SaaS platforms, or digital-first businesses—ideally including high-growth and established tech companies
  • Technical fluency with ability to understand and articulate AI/ML concepts, API integrations, and software implementation patterns across a set of diverse stakeholders—from developers and product managers to executives and end users
  • Experience driving success across both consumption-based and seat-based business models, with understanding of different expansion levers and success metrics for each
  • Strategic mindset to identify growth opportunities and translate them into actionable expansion plans
  • Proven track record managing a portfolio of accounts while maintaining strong relationships and driving measurable outcomes
  • Cross-functional collaborator who represents the customer in a positive, proactive manner, rallying everyone around paths forward that solve customer needs
  • Passion for AI and interest in responsible development of advanced systems
  • A knack for bringing order to chaos and an enthusiastic "roll up your sleeves" mentality—you're a true team player
  • Bachelor’s degree or equivalent education, training, or experience; field relevant to the role

Responsibilities

  • Build trusting, strategic relationships with key customer decision makers to understand their business and objectives, identifying opportunities for optimization and expansion
  • Become an expert in Anthropic's products across API, Claude Code and Claude for Enterprise, understanding the technical nuances and best practices for each to guide customers to the right solutions
  • Leverage deep knowledge of customers and Digital Native Businesses to proactively drive usage planning, understanding current and future consumption/adoption and how it creates realized value for the customer
  • Monitor usage patterns and identify optimization opportunities, proactively addressing underutilization across both consumption-based (API) and seat-based (Claude for Enterprise / Claude Code) products to drive full value from contracted commitments
  • Serve as the customer’s thought partner, enhancing their knowledge of Claude products by socializing Anthropic’s product roadmap, driving awareness on new products and engaging Product PMs
  • Document and quantify customer value realized through business outcomes, ROI, and impact metrics to build compelling internal business cases for continued and expanded investment
  • Identify potential use cases and lines of business not currently onboarded, partnering with customers and Sales to discover new applications for Claude across different departments, teams, and workflows
  • Develop and execute change management strategies to drive end-user adoption and maximize value within customer organizations, including Train the Trainer programs, Center of Excellence development, and organizational enablement
  • Own the customer experience across their lifecycle—managing comprehensive account and success plans grounded in the customer's business objectives, conducting Quarterly Business Reviews, and serving as the primary conduit between the customer and Anthropic
  • Develop scalable engagement strategies and playbooks for your DNB portfolio, balancing high-touch strategic accounts with efficient coverage models to maximize impact across all customers

Technologies

APIClaudeClaude CodeClaude for EnterpriseAI/ML

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