Head of Strategic Startups

About the role

Anthropic is looking for a senior leader to own the strategy, organization, and commercial outcomes for its relationships with AI‑native startups. You will guide a high‑performing team of Account Executives, shape partnership models, and influence product and go‑to‑market decisions.

Key responsibilities

• Define and secure executive alignment on a multi‑year strategy for the Strategic Startups segment, including segmentation, coverage, and partnership structures.
• Build, hire, coach, and scale a team of Account Executives, establishing operating cadence and performance metrics.
• Own the segment’s revenue plan and P&L outcomes, handling forecasting, quota design, and resource allocation.
• Lead direct relationships with top AI‑native startups, negotiating multi‑year commercial and technical agreements.
• Design novel partnership structures such as credits programs, strategic pricing, co‑development, and joint go‑to‑market initiatives.
• Provide market and customer insights to Product, Engineering, Pricing, and Finance to shape roadmap and packaging.

Required profile

• 15+ years of enterprise or technical software sales experience, with at least 7 years leading sales teams.
• Proven track record of owning a significant revenue line and consistently exceeding targets.
• Deep familiarity with the startup ecosystem, including 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).
• Ability to structure and close complex, non‑standard commercial and partnership agreements at the executive level.
• Strong cross‑functional leadership influencing product, pricing, and go‑to‑market decisions.