What are the responsibilities and job description for the Strategic Account Executive, Startups position at Anthropic?
About the role
As a Strategic Account Executive at Anthropic, you'll expand and deepen partnerships with our most innovative AI-native customers, working directly with founding teams to accelerate AI adoption and unlock new use cases. Leveraging your consultative sales expertise, you'll drive strategic commercial discussions and foster strong engagement between these pioneering companies and Anthropic's executive team.
The ideal candidate will have a passion for discovering innovative AI use cases, identifying expansion opportunities within strategic accounts, and executing plans to realize them. By partnering deeply with our most strategic customers, you will help them shape the future of AI while ensuring responsible development and deployment of these emerging capabilities.
Responsibilities:
- Own and deepen relationships with founder/CEO-level executives at the fastest-growing AI companies, serving as their primary strategic partner for AI infrastructure decisions
- Lead complex, high-stakes commercial negotiations spanning multiple stakeholders, including founders, operators, and venture capital firms
- Drive strategic alignment between customer roadmaps and Anthropic's product vision, advocating for customer needs at the highest levels of our organization
- Partner closely with technical counterparts to ensure seamless execution and customer success
- Identify emerging market trends and opportunities based on deep understanding of how leading AI companies are building and scaling
- Develop and execute account strategies that support customers through various growth stages, from early startup to category leader
- Navigate complex organizational dynamics while maintaining strong relationships across both customer and internal stakeholders
You may be a good fit if you have:
- 8 years of experience in strategic sales or account management, with proven success managing high-complexity, strategic customer relationships
- Track record of leading and closing sophisticated commercial deals with multiple stakeholders
- Experience working directly with founders and C-level executives at high-growth technology companies
- Strong business acumen and ability to understand technical concepts sufficiently to engage in strategic discussions about AI implementation
- Proven ability to influence product direction and strategy based on customer needs
- Excellence in stakeholder management across multiple levels, from technical teams to C-suite
- Outstanding communication and presentation skills, with ability to articulate complex value propositions to various audiences
Preferred Qualifications:
- Experience working with venture capital firms or understanding of the venture ecosystem
- Background in consumption-based/usage-based pricing models
- Experience supporting customers through hypergrowth phases
- Understanding of the AI/ML landscape and key trends
- Track record of helping define commercial frameworks for emerging technology market
