Head of Strategic Startups na Anthropic

Presencial - San Francisco, CA

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As Head of Strategic Startups at Anthropic, you will own the strategy, organization, and commercial outcomes for Anthropic's relationships with the world's most important AI‑native startups. You will lead a high‑performing team of Account Executives, manage a revenue line spanning expansion, retention, and net‑new strategic wins, and shape the company’s product roadmap and go‑to‑market model through deep engagement with the startup ecosystem.

Salary

USD 550,000 - 750,000

Requirements

Skills

  • 15+ years of experience in enterprise or technical software sales
  • 7+ years leading sales teams
  • Founder or 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 familiarity with the startup ecosystem, relationships with founders, venture investors, and accelerators
  • Experience selling or leading sales of technical, consumption-based, or platform products (APIs, infrastructure, developer tools, ML/AI)
  • Structured and closed complex, non-standard commercial and partnership agreements at the executive level
  • Strong cross-functional leadership influencing product, pricing, and go-to-market decisions
  • Analytically rigorous and comfortable making decisions with imperfect data
  • Motivated by Anthropic’s mission and commitment to safe, frontier AI
  • Bachelor’s degree or an equivalent combination of education, training, and/or experience

Responsibilities

  • Set the multi-year strategy for Anthropic’s Strategic Startups business, including segmentation, coverage model, partnership structures, and investment priorities, and secure executive alignment
  • Build, lead, and scale a high-performing team of Account Executives, including hiring, coaching, and developing sellers and establishing a strong operating cadence
  • Own the segment’s revenue plan and P&L-level outcomes, including forecasting, capacity planning, quota design, and resource allocation
  • Personally lead Anthropic’s relationships with a portfolio of high‑leverage AI-native startups, engaging founders, CEOs, and CTOs on multi-year commercial, technical, and partnership agreements
  • Design and negotiate novel commercial and partnership structures (credits programs, strategic pricing, co-development, joint go‑to‑market) that create durable, mutually beneficial relationships
  • Serve as the executive voice of the startup segment inside Anthropic, bringing structured customer and market insight to Product, Engineering, Pricing, and Finance and influencing roadmap and packaging decisions
  • Partner with Enterprise Sales, Solutions, Partnerships, and Customer Success leadership to define handoffs, shared accounts, and escalation paths as startups scale into enterprise customers
  • Establish the systems of record for the segment: account planning, customer health, executive business reviews, deal governance, and the metrics leadership uses to run the business
  • Represent Anthropic externally with founders, investors, and at industry events, articulating our approach to safe, frontier AI and why it matters for companies building on it
  • Lean in to support building Anthropic’s presence across the startup ecosystem

Technologies

APIsInfrastructureDeveloper toolsML/AIClaude

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