Enterprise Account Executive - Digital Native Business

About the role

As one of Anthropic's founding Enterprise Account Executive for Digital Native Business (DNB) in India, you'll be a member of our GTM expansion into one of the world's most dynamic and rapidly growing technology markets.

You'll drive adoption of safe, frontier AI by securing strategic deals with India's leading digital-native companies,from high-growth startups to established unicorns,unlocking new value streams throughout their businesses.

In this pioneering role, you'll leverage your consultative sales expertise to propel revenue growth while becoming a trusted partner to customers, helping them embed and deploy AI while uncovering its full range of capabilities.

You'll have the unique opportunity to shape our India market strategy from the ground up, establishing best practices and go-to-market approaches that will scale as we grow.

Key responsibilities

• Win new business and drive revenue for Anthropic in India. Find your way to the right people at prospective digital-native customers, educate them about LLMs, and help them succeed with Anthropic.
• Design and execute innovative sales strategies tailored to the India market to meet and exceed revenue quotas.
• Spearhead market expansion by pinpointing new customer segments and use cases within India's thriving startup and scale-up ecosystem.
• Establish foundational go-to-market practices as a first mover in the India market, creating playbooks and frameworks that will scale with our growing team.
• Inform product roadmaps and features by gathering customer feedback and conveying market needs specific to Indian enterprises.
• Continuously refine the sales methodology by incorporating learnings into playbooks, templates, and best practices.
• Serve as a market expert on India's digital-native business landscape, providing strategic insights to global leadership on regional trends, competitive dynamics, and growth opportunities.

Minimum qualifications

• 10+ years of enterprise sales experience driving adoption of emerging technologies with digital-native businesses in India, with a consultative, solutions-oriented sales approach.
• Deep understanding of India's startup and scale-up ecosystem, including familiarity with leading digital-native companies across sectors such as fintech, e-commerce, SaaS, edtech, and more.
• A track record of managing complex sales cycles and securing strategic deals by understanding multifaceted technical requirements and crafting tailored solutions.
• Demonstrated ability to navigate dynamic stakeholder ecosystems, building consensus and providing innovative solutions to disparate groups across technical and business functions.
• Extensive experience negotiating highly complex, customized commercial agreements with multiple stakeholders in the Indian market context.
• Proven experience exceeding revenue targets in fast-paced organizations by effectively managing an evolving pipeline and sales process.
• Excellent communication skills and the ability to present confidently and build connections across all customer levels, from ICs to C-level executives, with cultural fluency in Indian business contexts.
• Entrepreneurial mindset and comfort with ambiguity as a founding team member,you thrive in early-stage environments where you're building processes and strategies from scratch.

Preferred qualifications

• Experience selling AI/ML, developer platforms, cloud, or API-based products to technical buyers.
• Existing relationships with founders, CTOs, and product leaders at prominent Southeast Asian technology companies.
• Experience working with hyperscaler or channel partners to co-sell into regional accounts.
• Working proficiency in a Southeast Asian language in addition to English.
• Experience establishing a new market or region for a high-growth technology company.

Logistics

• Minimum education: Bachelor’s degree or an equivalent combination of education, training, and/or experience.
• Required field of study: A field relevant to the role as demonstrated through coursework, training, or professional experience.
• Minimum years of experience: Years of experience required will correlate with the internal job level requirements for the position.
• Location-based hybrid policy: Currently, we expect all staff to be in one of our offices at least 25% of the time.
• Visa sponsorship: We do sponsor visas!