Ecosystem Lead, Claude Marketplace

Anthropic•San Francisco, NY

5d•Hybrid

About The Position

Anthropic’s mission is to create reliable, interpretable, and steerable AI systems. We want AI to be safe and beneficial for our users and for society as a whole. Our team is a quickly growing group of committed researchers, engineers, policy experts, and business leaders working together to build beneficial AI systems. We're looking for an Ecosystem Lead to help build the future of Claude Marketplace. Marketplace connects Claude-powered enterprise tools through technology partnerships and deeper customer relationships, and we need to build the commercial motion alongside the product to be successful. In this role, you’ll build and design how Claude Marketplace goes to market to drive Marketplace’s growth across sellers, partners, and marketing, and make sure it’s part of a cohesive offering for Anthropic’s ecosystem. You’ll figure out the right incentives to drive the right behaviors across the ecosystem to spin the flywheel while being hands on across partners and customers in the field. This role sits at the intersection of GTM strategy, ecosystem building, and business development. You'll own a portfolio of strategic partners while building the playbooks and incentives to enable Marketplace to truly scale. It's a great fit for someone who enjoys building from the ground up, navigating ambiguity, and thinking creatively.

Requirements

5+ years of experience in business development, partnerships, channel development or related commercial roles at enterprise technology companies
12+ years of experience in commercial roles overall
Experience designing or operating a co-sell motion, partner program, or channel
Solid understanding of enterprise SaaS business models, platform economics, and how B2B technology ecosystems worktrong 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
A track record of structuring and closing partnership deals that go beyond standard contracts — joint go-to-market, product integrations, revenue sharing, or similar multi-component agreements

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 partnerships or ecosystem 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 the Marketplace go-to-market motion end to end, in close collaboration with sales, partnerships, marketing, and finance, to help build Anthropic’s nascent ecosystem
Collaborate with commercial teams to drive transaction volume directly with Marketplace partners and Anthropic customers.
Figure out what drives the right behaviors across partners and sellers and work cross-functionally to build these into repeatable motions and playbooks that can scale to drive adoption of Marketplace transactions across more surfaces and customers
Be the voice of the customer (and the field) into the Marketplace team to continually improve the offering and provide more value to all parties
Own a focused portfolio of strategic Marketplace partners, from continually evaluating partners in accordance with Marketplace priorities to structuring and negotiating partnership agreements.
Collaborate with Product, Sales, Marketing, Finance, and Legal to align on deal terms, coordinate technical and commercial workstreams, and ensure smooth handoffs post-signature
Build and maintain relationships with senior business development, product, and partnership leaders at target companies, and support executive-level engagement