Contracts Manager, GTM

Anthropic•San Francisco, CA

8d•Hybrid

About The Position

Anthropic is seeking a Contracts Manager to support commercial and technology transactions and partner with go-to-market teams on enterprise customer deals, including large and complex agreements. The role reviews, drafts, and negotiates commercial and procurement contracts that support Anthropic’s AI systems, and builds contracting processes to help the organization scale. It collaborates with Product, Sales, Finance, Business Operations, Research, Procurement, and the Legal team, with opportunities to contribute across other areas as well. The role manages deals from initial redline through signature, coordinating across teams and working directly with customers’ legal and procurement teams. It also uses experience from transactions to improve templates, playbooks, guidance, and contracting processes. Staff in this role are expected to work from the San Francisco office at least three days per week, with some flexibility potentially available for an interim period.

Requirements

Substantial experience drafting, reviewing, and negotiating commercial contracts in support of technology transactions, sales organizations, or partnerships.
Ability to take ownership, identify work that needs doing, and autonomously manage complex contractual matters and competing deadlines.
Ability to perform in a fast-moving environment with shifting priorities, incomplete information, and new types of deals and contract issues.
Confidence and comfort working with customers and senior stakeholders in live settings.
Substantive knowledge of software agreements, reseller agreements, services agreements, strategic partnerships, and general contract terms.
Ability to understand which contract terms matter most, when to be flexible, and when to hold firm.
Ability to explain contract issues clearly and concisely without legalese.
Ability to collaborate across functions and levels, keep contracting moving, and build strong working relationships.
Bachelor’s degree or an equivalent combination of education, training, and/or experience.
A field of study relevant to the role, as demonstrated through coursework, training, or professional experience.
Years of experience required correlate with the internal job-level requirements for the position.

Nice To Haves

Four years of related contract management experience, including at least three years supporting technology transactions, sales organizations, and/or partnerships.
Experience at a technology startup or another environment where priorities shift quickly.
Experience with IP licensing agreements.
A track record of identifying and implementing efficient processes and policies.
Comfort working outside areas of expertise and in uncharted legal territory.
Interest in developing a deep understanding of Anthropic’s technical teams and what they are building.
Enthusiasm for growing with the organization and helping shape the culture of the commercial function.

Responsibilities

Draft, analyze, negotiate, and close complex commercial and procurement transactions with enterprise customers, vendors, and strategic partners, including IP licensing agreements.
Propose and build scalable solutions to improve contracting efficiency.
Work with business units and Legal team members to streamline contract management, identify potential risks, and drive continuous improvement.
Partner with Sales on customer calls and live negotiations, working directly with customers’ legal and procurement teams to resolve open issues and close deals.
Manage deals from first redline through signature, including next steps, follow-ups, and cross-functional coordination.
Use lessons from deals to improve templates, playbooks, and guidance for Legal and Sales.