Scaled Growth Account Executive, AI Native

About Anthropic

Anthropics 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 Scale Growth Account Executive at Anthropic youll own a portfolio of roughly 6-8 of our most strategic and fastest-scaling AI-native startup customers driving expansion and retention by helping them harness the transformative potential of safe frontier AI. These are companies that build on Anthropics models and are now scaling quickly your job is to grow with them. Youll leverage your consultative sales expertise to expand revenue across complex multi-stakeholder accounts while becoming a trusted strategic advisor to founders and executive teams helping them expand their AI capabilities and unlock new use cases. Working closely with GTM Applied AI product and marketing teams youll identify expansion opportunities while ensuring our customers get maximum value from Anthropics solutions.

The ideal candidate will combine strong commercial acumen with executive relationship management skills focusing on growing large accounts through strategic expansion while maintaining high retention rates in a competitive market. By driving expanded deployment of Anthropics products at the companies defining what AI-native looks like you will help them scale their AI capabilities while advancing its safe and ethical development.

Responsibilities:

• Drive revenue growth through strategic account expansion and renewals across a focused portfolio (6-8) of Anthropics largest AI-native startup customers. Own the full sales cycle for upsell and renewal opportunities while maintaining strong retention rates

• Build and maintain trusted relationships with founders board members and executive stakeholders as well as the technical leaders (CTO VP Engineering Head of AI) who own model decisions

• Lead strategic account planning including executive business reviews health checks usage and forecast reviews and renewal negotiations

• Partner with customers to identify new use cases workloads and products that expand their AI capabilities with Anthropic

• Navigate complex commercial conversations multi-stakeholder deals evolving usage patterns and competitive evaluations in partnership with Applied AI and product teams

• Serve as the voice of the customer by gathering feedback and conveying market needs to inform our product roadmap

• Develop and execute account strategies that align Anthropics solutions with customer business objectives

• Proactively identify and mitigate retention and competitive risks while maintaining high customer satisfaction

Must Have Qualifications:

• 11 years of experience in sales or account management roles with a proven track record of growing large complex accounts and exceeding retention and expansion targets

• Success as a strategic business advisor to founders and executives deeply understanding fast-scaling startup needs and creating solutions that align with their vision

• Experience managing complex multi-stakeholder sales cycles working with technical stakeholders and negotiating strategic deals

• Strong presentation and communication skills with ability to build relationships across all customer levels from ICs to founders and C-level executives

• Analytical approach to understanding customer needs and usage combined with creative solutions to drive expansion

• A knack for bringing order to chaos and an enthusiastic roll up your sleeves mentality

• Passion for emerging technologies like AI with interest in ensuring they are developed safely and responsibly

• Experience running executive business reviews and managing executive relationships

• Track record of consistently meeting or exceeding quota in fast-paced environments

Preferred Qualifications:

• Experience selling or expanding usage- or consumption-based API infrastructure or developer-platform products

• Experience selling to technical founders CTOs and engineering leaders at AI-native or developer-first companies

• Fluency in the LLM/AI market model providers capabilities pricing models and how AI-native companies evaluate and switch between them

• Experience structuring larger commercial agreements (usage commitments multi-year terms enterprise contract terms) with fast-growing customers

The annual compensation range for this role is listed below.

For sales roles the range provided is the roles On Target Earnings (OTE) range meaning that the range includes both the sales commissions/sales bonuses target and annual base salary for the role.

Annual Salary:

$290000 - $380000 USD

Logistics

Minimum education: Bachelors 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 do sponsor visas! However we arent able to successfully sponsor visas for every role and every candidate. But if we make you an offer we will make every reasonable effort to get you a visa and we retain an immigration lawyer to help with this.

We encourage you to apply even if you do not believe you meet every single qualification. Not all strong candidates will meet every single qualification as listed. Research shows that people who identify as being from underrepresented groups are more prone to experiencing imposter syndrome and doubting the strength of their candidacy so we urge you not to exclude yourself prematurely and to submit an application if youre interested in this work. We think AI systems like the ones were building have enormous social and ethical implications. We think this makes representation even more important and we strive to include a range of diverse perspectives on our team.

Your safety matters to us. To protect yourself from potential scams remember that Anthropic recruiters only contact you some cases we may partner with vetted recruiting agencies who will identify themselves as working on behalf of Anthropic. Be cautious of emails from other domains. Legitimate Anthropic recruiters will never ask for money fees or banking information before your first day. If youre ever unsure about a communication dont click any linksvisit

How were different

We believe that the highest-impact AI research will be big science. At Anthropic we work as a single cohesive team on just a few large-scale research efforts. And we value impact advancing our long-term goals of steerable trustworthy AI rather than work on smaller and more specific puzzles. We view AI research as an empirical science which has as much in common with physics and biology as with traditional efforts in computer science. Were an extremely collaborative group and we host frequent research discussions to ensure that we are pursuing the highest-impact work at any given time. As such we greatly value communication skills.

The easiest way to understand our research directions is to read our recent research. This research continues many of the directions our team worked on prior to Anthropic including: GPT-3 Circuit-Based Interpretability Multimodal Neurons Scaling Laws AI & Compute Concrete Problems in AI Safety and Learning from Human Preferences.

Come work with us!

Anthropic is a public benefit corporation headquartered in San Francisco. We offer competitive compensation and benefits optional equity donation matching generous vacation and parental leave flexible working hours and a lovely office space in which to collaborate with colleagues. Guidance on Candidates AI Usage: Learn about our policy for using AI in our application process.

Required Experience:

IC