Startup Account Executive

We are seeking a Startup Account Executive to bring safe, frontier AI to India's thriving startup ecosystem from our Bengaluru hub. You will partner with some of India's most innovative startups,from fintech unicorns to emerging SaaS pioneers,helping founders, CTOs, and engineering leaders leverage Claude to transform their businesses.

Key Responsibilities

• Build relationships with key stakeholders across India's startup ecosystem, from seed-stage founders to scale-up leadership teams
• Own the complete sales cycle from initial outreach through implementation, navigating technical decision-makers including CTOs, engineering leads, and product heads, and ensuring successful adoption of Claude across diverse use cases
• Guide startups from proof-of-concept through paid pilot to production scaling, helping them navigate consumption-based pricing and cost optimisation
• Collaborate with ecosystem partners including accelerators, VCs, and developer communities to expand Anthropic's presence in India
• Develop market insights specific to Indian startups,including cost optimisation, scale, multilingual and vernacular language needs, and data residency,and advocate for features that serve Indian developers
• Gather and document use cases from sectors such as fintech, edtech, healthtech, and agritech to inform the global product roadmap
• Develop playbooks tailored to the Indian startup sales cycle, accounting for budget cycles, procurement processes, and the balance of technical and business stakeholders
• Contribute to building a world-class sales organisation in India by mentoring and collaborating with team members and establishing processes that scale

Minimum Qualifications

• 8+ years of B2B sales experience in the Indian startup ecosystem, preferably selling developer tools, APIs, or SaaS products
• Track record of success in consultative selling to technical audiences, with demonstrated ability to exceed targets
• Deep understanding of India's startup landscape, including key players, investors, and market dynamics
• Technical fluency to engage credibly with engineering teams on topics such as API integration, LLM fundamentals (context windows, prompt engineering, fine-tuning), common use cases (RAG, semantic search, conversational AI), security and compliance (data privacy, SOC2/ISO), and cost optimisation (caching, batch processing)
• Experience with consumption-based pricing models and guiding startups from POC to production
• Understanding of Indian startup buying dynamics, including budget cycles, procurement processes, and common data residency and compliance concerns
• Strong relationship-building and communication skills, with the ability to navigate from technical teams to C-suite executives
• Entrepreneurial mindset with the ability to thrive in ambiguity, build processes from scratch, and collaborate across time zones with global teams
• Bachelor's degree in a related field or equivalent experience

Preferred Qualifications

• Existing relationships within India's startup ecosystem, including founders, VCs, and accelerator networks
• Experience selling to Indian unicorns or high-growth startups in sectors like fintech, e-commerce, or SaaS
• Technical background in engineering or computer science
• Understanding of AI/ML applications in Indian contexts, from voice interfaces to computer vision
• Track record of building new markets or launching products in India
• Active involvement in developer communities, startup events, or tech meetups
• Proficiency in one or more Indian languages in addition to English
• Commitment to responsible AI development and deployment, especially in diverse, complex markets like India