Head of Strategic Startups

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 team of Account Executives who own Anthropic's most strategic AI-native accounts, and be accountable for a revenue line spanning expansion, retention, and net-new strategic wins.

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 on it
• Build, lead, and scale a high-performing team of Account Executives, including hiring, coaching, and developing sellers and establishing a strong operating cadence across the team
• Own the segment's revenue plan and P&L-level outcomes, including forecasting, capacity planning, quota design, and resource allocation, with direct accountability to GTM and company leadership
• Personally lead Anthropic's relationships with a portfolio of the highest-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 with breakout companies
• 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 accordingly
• 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.

Requirements:

• Have 15+ years of experience in enterprise or technical software sales, with 7+ years leading sales teams
• Have been a founder or have worked previously as a Business Development leader securing large contracts
• Have owned a significant revenue line with full accountability for plan, forecast, and results, and have a track record of consistently outperforming it
• Have built or materially scaled a sales or account management organization, including designing coverage models, compensation plans, and operating rhythms
• Bring deep, first-hand familiarity with the startup ecosystem, including relationships with founders, venture investors, and accelerators, and an instinct for identifying which early-stage companies will become the ones that matter
• Have sold or led sales of technical, consumption-based, or platform products (APIs, infrastructure, developer tools, ML/AI), and are credible in conversations with technical founders and CTOs
• Have structured and closed complex, non-standard commercial and partnership agreements at the executive level
• Are a strong cross-functional leader who has influenced product, pricing, and go-to-market decisions well beyond your own organization
• Are analytically rigorous and comfortable making decisions with imperfect data in a rapidly evolving market
• Are motivated by Anthropic's mission and care about how frontier AI is deployed, not just how fast it grows