Growth Account Executive, Startups

As a Growth Account Executive, Startups at Anthropic, you'll partner with the next generation of AI-native startups across EMEA, helping founding teams integrate Claude into the core of their products and workflows from day one.

You'll combine a high-velocity sales motion with a consultative approach, guiding early-stage and growth-stage companies through their AI adoption journey and building relationships that scale as they do.

The ideal candidate is energised by working with founders, thrives in a fast-paced environment, and has a genuine curiosity for how startups are building with AI.

Responsibilities

• Own a high-volume book of startup accounts, managing the full sales cycle from prospecting and qualification through to close and expansion
• Build trusted relationships with founders, technical leads, and early go-to-market teams, acting as a strategic advisor on AI adoption
• Drive rapid time-to-value by helping startups identify and execute their highest-impact AI use cases with Claude
• Develop and execute territory and account plans that prioritise the highest-potential startups within the EMEA ecosystem
• Collaborate closely with Solutions Engineering, Developer Relations, and Customer Success to deliver a seamless customer experience
• Partner with the venture capital and accelerator ecosystem to source pipeline and build Anthropic's presence within the startup community
• Identify product feedback and emerging trends based on patterns across your portfolio of startup customers, advocating internally for the startup segment
• Manage accurate forecasting and pipeline hygiene, leveraging data to continuously optimise your sales motion

Must-Have Qualifications

• 5 + years of experience in SaaS or cloud/infrastructure sales, with a strong track record of meeting or exceeding quota
• Experience managing a high-velocity sales cycle with multiple concurrent opportunities at various stages
• Comfort engaging directly with founders and technical decision-makers at early-stage and growth-stage companies
• Strong commercial instincts with the ability to quickly assess a startup's potential and tailor your approach accordingly
• Solid understanding of technical concepts sufficient to have credible conversations about APIs, integrations, and AI/ML use cases
• Excellent communication skills , written and verbal , with the ability to convey value clearly and concisely
• Self-starter mentality with a bias toward action, experimentation, and continuous improvement

Preferred Qualifications

• Experience selling developer tools, APIs, cloud infrastructure, or AI/ML platforms
• Familiarity with consumption-based or usage-based pricing models
• Existing relationships within the EMEA startup and venture capital ecosystem
• Understanding of the AI/ML landscape, including large language models and generative AI trends
• Experience working at or selling into high-growth startups
• Background partnering with accelerators, incubators, or VC portfolio programmes to drive pipeline

The annual compensation range for this role is €155,000-€205,000 EUR.