Strategic Growth Account Executive– Startups
New York City, NY; San Francisco, CAFull-TimeMid-levelCustomer Acquisition
About Anthropic
- Anthropic’s mission is to create reliable, interpretable, and steerable AI systems. We want AI to be safe and beneficial for our users and for society as a whole. Our team is a quickly growing group of committed researchers, engineers, policy experts, and business leaders working together to build beneficial AI systems.
About the role
- As a Strategic Account Executive at Anthropic, you'll partner with the most innovative AI-native companies in their hypergrowth journey, working directly with founders and leadership teams to shape the future of AI adoption. You'll own our most strategic customer relationships, leading complex commercial discussions while driving deep engagement between these pioneering companies and Anthropic's executive team.
Responsibilities
- Own and deepen relationships with founder/CEO-level executives at the fastest-growing AI companies, serving as their primary strategic partner for AI infrastructure decisions
- Lead complex, high-stakes commercial negotiations spanning multiple stakeholders, including founders, operators, and venture capital firms
- Drive strategic alignment between customer roadmaps and Anthropic's product vision, advocating for customer needs at the highest levels of our organization
- Partner closely with technical counterparts to ensure seamless execution and customer success
- Identify emerging market trends and opportunities based on a deep understanding of how leading AI companies are building and scaling
- Develop and execute account strategies that support customers through various growth stages, from early startup to category leader
- Navigate complex organizational dynamics while maintaining strong relationships across both customer and internal stakeholders
You may be a good fit if you have
- 10+ years of experience in strategic sales or account management, with proven success managing high-complexity, strategic customer relationships
- Track record of leading and closing sophisticated commercial deals with multiple stakeholders
- Experience working directly with founders and C-level executives at high-growth technology companies
- Strong business acumen and ability to understand technical concepts sufficiently to engage in strategic discussions about AI implementations
- Proven ability to influence product direction and strategy based on customer needs
- Excellence in stakeholder management across multiple levels, from technical teams to C-suite
- Outstanding communication and presentation skills, with an ability to articulate complex value propositions to various audiences
Strong candidates may have
- Experience working with venture capital firms or understanding of the venture ecosystem
- Background in consumption-based/usage-based pricing models
- Experience supporting customers through hypergrowth phases
- Understanding of the AI/ML landscape and key trends
- Track record of helping define commercial frameworks for emerging technology markets
- The annual compensation range for this role is listed below.
- For sales roles, the range provided is the role’s On Target Earnings ("OTE") range, meaning that the range includes both the sales commissions/sales bonuses target and annual base salary for the role.
How we're different
- We believe that the highest-impact AI research will be big science. At Anthropic we work as a single cohesive team on just a few large-scale research efforts. And we value impact — advancing our long-term goals of steerable, trustworthy AI — rather than work on smaller and more specific puzzles. We view AI research as an empirical science, which has as much in common with physics and biology as with traditional efforts in computer science. We're an extremely collaborative group, and we host frequent research discussions to ensure that we are pursuing the highest-impact work at any given time. As such, we greatly value communication skills.
- The easiest way to understand our research directions is to read our recent research. This research continues many of the directions our team worked on prior to Anthropic, including: GPT-3, Circuit-Based Interpretability, Multimodal Neurons, Scaling Laws, AI & Compute, Concrete Problems in AI Safety, and Learning from Human Preferences.
