Scale Growth Account Executive (AI Native)

• As a Scale Growth Account Executive at Anthropic, you’ll 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 Anthropic’s models and are now scaling quickly — your job is to grow with them
• You’ll 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, you’ll identify expansion opportunities while ensuring our customers get maximum value from Anthropic’s 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 Anthropic’s 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
• Drive revenue growth through strategic account expansion and renewals across a focused portfolio (~6-8) of Anthropic’s 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 Anthropic’s solutions with customer business objectives
• Proactively identify and mitigate retention and competitive risks while maintaining high customer satisfaction

Benefits

• Comprehensive health, dental, and vision insurance for you and your dependents
• Inclusive fertility benefits via Carrot Fertility
• 22 weeks of paid parental leave
• Flexible paid time off and absence policies
• Mental health support for you and your dependents
• Competitive salary and equity packages
• Optional equity donation matching at a 1:1 ratio, up to 25% of your equity grant
• Retirement plans with competitive matching
• Life and income protection plans
• $500/month flexible wellness and time saver stipend
• Commuter benefits
• Annual education stipend
• Home office stipends
• Relocation support for those moving for Anthropic
• Daily meals and snacks in the office- Experience running executive business reviews and managing executive relationships
• Analytical approach to understanding customer needs and usage combined with creative solutions to drive expansion
• 12+ 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
• Experience managing complex, multi-stakeholder sales cycles, working with technical stakeholders, and negotiating strategic deals
• Success as a strategic business advisor to founders and executives, deeply understanding fast-scaling startup needs and creating solutions that align with their vision
• Passion for emerging technologies like AI, with interest in ensuring they are developed safely and responsibly
• Strong presentation and communication skills with ability to build relationships across all customer levels, from ICs to founders and C-level executives
• A knack for bringing order to chaos and an enthusiastic “roll up your sleeves” mentality
• Track record of consistently meeting or exceeding quota in fast-paced environments
• Minimum education: Bachelor’s degree or an equivalent combination of education, training, and/or experience
• Location-based hybrid policy: Currently, we expect all staff to be in one of …