The opportunity
As Head of Strategic Startups at Anthropic, you will own the strategy, organization, and commercial outcomes for Anthropic's relationships with the world's most important AI-native startups. This is the segment where the next generation of category-defining companies is being…
What you'll do
Set the multi-year strategy for Anthropic's Strategic Startups business,: including segmentation, coverage model, partnership structures, and investment priorities, and secure executive alignment on it
Build, lead, and scale a high-performing team of Account Executives,: including hiring, coaching, and developing sellers and establishing a strong operating cadence across the team
Own the segment's revenue plan and P&L-level outcomes, including forecasting,: capacity planning, quota design, and resource allocation, with direct accountability to GTM and company leadership
Personally lead Anthropic's relationships with a portfolio of the: highest-leverage AI-native startups, engaging founders, CEOs, and CTOs on multi-year commercial, technical, and partnership agreements
Design and negotiate novel commercial and partnership structures (credits: programs, strategic pricing, co-development, joint go-to-market) that create durable, mutually beneficial relationships with breakout companies
Serve as the executive voice of the startup segment inside Anthropic,: bringing structured customer and market insight to Product, Engineering, Pricing, and Finance and influencing roadmap and packaging decisions accordingly
What they're looking for
- Partner with Enterprise Sales, Solutions, Partnerships, and Customer Success: leadership to define handoffs, shared accounts, and escalation paths as startups scale into enterprise customers
- Establish the systems of record for the segment: account planning, customer health, executive business reviews, deal governance, and the metrics leadership uses to run the business
- Represent Anthropic externally with founders, investors, and at industry: events, articulating our approach to safe, frontier AI and why it matters for companies building on it
- Lean in to support building Anthropic's presence across the startup ecosystem.
