Growth Account Executive, Startups

Anthropic's EMEA Startups team works with companies building AI-native products on Claude, from Seed through Series B and beyond. The Growth Account Executive owns a portfolio of startups that are already building on Claude and is responsible for growing that relationship: deepening Claude's role in the customer's product, structuring the commercial agreements that support their scale, and defending the account as the competitive landscape shifts.

Responsibilities:

• Own a portfolio of high-potential AI-native startups across EMEA, with full accountability for revenue growth and retention
• Build long-term, trusted relationships with founders, CTOs and technical leads, acting as their advisor on how to build with Claude
• Help customers build on the frontier: bring new model releases and capabilities to them early, work through where they apply, and drive adoption into the core of the product
• Develop use cases: understand each customer's product and roadmap, identify where Claude can go deeper, and make it happen
• Structure, size and time usage-based commitments, including multi-surface agreements across the Claude API, Claude Code and Claude for Work
• Navigate competitive pressure, including aggressive discounting, with a clear point of view on value rather than price
• Partner with the Applied AI team on technical strategy for your accounts and coordinate their involvement where it creates the most leverage
• Build and maintain relationships across the EMEA VC and accelerator ecosystem to source and qualify pipeline
• Bring structured feedback from your portfolio to Product and Go-to-Market leadership

You may be a good fit if you have:

• 5+ years of quota-carrying experience in consumption or usage-based sales at a cloud provider, infrastructure, data platform or developer tools company
• A track record of expanding existing accounts: you have carried a growth or expansion number and understand how commits, credits and usage curves work
• A consultative selling style, with evidence that customers treat you as an advisor rather than a vendor
• Experience selling to early- and growth-stage startups and comfort with the pace and informality of founder-led companies
• Enough technical depth to hold a credible conversation with a CTO about APIs, model selection and AI product architecture, and to recognise where a new capability fits
• Existing relationships in the European startup, VC or accelerator ecosystem
• Fluency in English; additional European languages are a plus

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