Manager, Account Executive (AI Native)

About Anthropic Anthropic’s mission is to create reliable, interpretable, and steerable AI systems. We want AI to be safe and beneficial for our users and for society as a whole. Our team is a quickly growing group of committed researchers, engineers, policy experts, and business leaders working together to build beneficial AI systems. About the Role As a startup sales leader at Anthropic, you will build and lead a high‑performing team of account executives focused on driving adoption of our cutting‑edge AI solutions throughout the startup ecosystem. This pivotal role combines strategic leadership with hands‑on sales management to accelerate revenue while ensuring responsible AI deployment. You will collaborate directly with GTM leadership, product teams, and engineering to define and execute our startup go‑to‑market strategy, empowering startups to unlock new use cases and achieve breakthrough results with Anthropic's emerging products. Responsibilities Build and lead a team of Startup Account Executives, implementing the broader startup ecosystem strategy through effective sales execution and team development. Design and execute regional or segment‑specific sales strategies aligned with company‑wide startup initiatives. Develop and optimize sales processes that enable scalable startup engagement, from seed stage through hypergrowth, while maintaining high standards of responsible AI deployment. Partner with other startup ecosystem team leads across partnerships, developer relations, and account management to ensure coordinated execution of startup programs. Create and implement sales enablement programs that help your team effectively articulate Anthropic’s value proposition to technical and non‑technical startup stakeholders. Drive revenue growth through strategic pipeline development, territory planning, and resource allocation while maintaining forecast accuracy. Provide market intelligence and customer feedback to inform product roadmap and startup program development. Qualifications 10+ years of experience driving adoption of emerging technologies with a consultative, solutions‑oriented sales approach, with 5+ years leading sales teams. Deep understanding of the startup ecosystem and experience working with high‑growth technology companies at various stages. Track record of exceeding team revenue targets and successfully scaling startup sales organizations in emerging technology markets. Experience building relationships with startup ecosystem players including accelerators, incubators, and venture capital firms. Strong analytical skills with the ability to use data to inform strategy, forecast accurately, and make evidence‑based decisions about pipeline and territory management. Excellence in cross‑functional collaboration and ability to align sales execution with broader ecosystem initiatives. Proven ability to recruit, develop, and retain top sales talent while building an inclusive team culture. Passion for emerging technologies like AI, with particular interest in ensuring they are developed safely and responsibly. Compensation & Benefits Annual salary (On Target Earnings): $290,000 – $360,000 USD. 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. However, some roles may require more time in our offices. Visa sponsorship: We sponsor visas for some roles and candidates, though not all positions are eligible for sponsorship. #J-18808-Ljbffr Anthropic