Demand Lead, Claude Marketplace

Anthropic•San Francisco, CA

6d•$300,000 - $355,000•Hybrid

About The Position

Anthropic is seeking a Demand Lead to drive customer-side growth for Claude Marketplace. This role involves defining how customers discover, evaluate, and transact through the Marketplace, and building the necessary sales plays, enablement, and incentives to make it a repeatable commercial motion. The position sits at the intersection of Go-to-Market (GTM) strategy, sales enablement, and customer-facing business development. The Demand Lead will work hands-on with Account Executives (AEs) and customers to drive Marketplace transactions, translating learnings into scalable playbooks, bundles, and incentive structures. This is an opportunity for someone who enjoys building from the ground up, navigating ambiguity, and creatively spinning a flywheel.

Requirements

5+ years of experience in business development, GTM strategy, sales strategy, channel development, or related commercial roles at enterprise technology companies.
10+ years of experience in commercial roles overall.
Experience designing or operating a co-sell motion, partner program, or channel where you owned customer-side outcomes—building the sales plays, enablement, and incentives that drive transaction volume.
A track record of building repeatable motions from scratch, including bundles, vertical plays, seller and customer incentives, and field enablement that translated strategy into measurable pipeline impact.
Solid understanding of enterprise SaaS business models, platform economics, and how B2B technology ecosystems work.
Strong customer-facing instincts and experience partnering closely with AEs through complex enterprise transactions, including procurement and legal.
Strong strategic thinking and the ability to operate with limited structure—identifying opportunities, building a plan, and executing without a predefined playbook.
Comfort working in a fast-moving, high-growth environment where priorities shift, and making judgment calls with incomplete information.

Nice To Haves

Experience with AI/ML platform partnerships or developer ecosystem programs.
Time at a high-growth enterprise software company during a period of rapid scale, particularly in GTM, sales strategy, or revenue operations roles.
Familiarity with foundational AI model capabilities and how enterprises are adopting AI, with a sense for how technical capabilities translate to business value.
Experience at a cloud hyperscaler, ISV marketplace (AWS/GCP/Azure Marketplace, Salesforce AppExchange), or platform company with a co-sell motion—you've seen how the machine works from the inside.
Background in GTM strategy, revenue operations, or partner programs where you owned the outcomes.
Time in a seat where you had to make a program work before the product fully supported it.

Responsibilities

Define and drive the customer-side go-to-market motion for Claude Marketplace end to end, in close collaboration with sales, marketing, finance, and the partnerships team.
Partner directly with AEs and customers in the field to drive Marketplace transaction volume, organize deals through three-way coordination (Anthropic, customer, partner), and shepherd them through procurement and legal to close.
Build repeatable sales plays—including bundles, vertical-specific motions, and co-sell motions with Marketplace partners—and roll them out to the field through structured enablement programs.
Design and operate customer and seller incentive programs that drive the right behaviors across the ecosystem, and iterate based on what's actually moving transaction volume.
Own the customer-facing commercial mechanics of Marketplace transactions, including order form amendments and signing, in partnership with Legal to standardize and streamline as our underlying terms evolve.
Partner with marketing on integrated campaigns that generate Marketplace traffic, and work with customers on traffic-generating co-marketing opportunities (case studies, joint content, customer stories).
Be a voice of the customer and the field back into the Marketplace team, and contribute to the longer-term strategic direction of Marketplace including additional products, surfaces, and transaction types.