Head of Programmatic Customer Success

Anthropic•Washington, DC

1d•$315,000 - $350,000•Hybrid

About The Position

Anthropic's Customer Success organization covers our most strategic enterprise accounts through dedicated CSMs — but the majority of our customers will never be reached that way. Programmatic CS is how we close that gap: scalable digital journeys, AI-built engagement plays, and partner-delivered activation motions that drive habitual Claude adoption across a much broader customer base. This is a new function, and you'd be its first leader. You'll report to the Head of Customer Success and work closely with Product, Partnerships, Growth Marketing, and Strategy to design and operate the system that moves customers from signed contract to deeply embedded usage — without a 1:1 CSM relationship to lean on. The right person for this role has built something like this before, at real scale, and is genuinely excited to build it again from the ground up with better tools — including Claude itself as a core part of how the team operates.

Requirements

Proven experience leading and building programmatic, digital success, lifecycle, or PLG motions at significant scale — with direct ownership of an adoption or activation outcome
Track record of building scalable systems and programs, not just managing existing ones; you've started from a blank page before
Strong cross-functional instincts — comfortable writing briefs that other teams execute against, resolving handoff ambiguity, and influencing roadmaps without direct authority
Data-driven approach to decision-making, including experience designing experiments that distinguish real behavior change from activity metrics
Experience managing and developing teams

Nice To Haves

Experience spanning more than one of: digital/PLG, partner ecosystems, lifecycle marketing, or scaled CS — ideally combined into a single integrated motion
Hands-on familiarity with AI-powered workflows or automation as a force multiplier for a small team
Background working at a fast-growing technology company where the playbook was still being written
Experience with tiered coverage models and designing the handoffs between high-touch and low-touch

Responsibilities

Define and own the programmatic CS strategy: how we tier accounts, what motion each tier receives, and how customers move between them as their needs evolve
Design and ship digital success programs — lifecycle communications, in-product nudges, self-serve onboarding — that drive activation and habitual usage without human-touch coverage
Build and run AI-powered engagement plays that extend the team's reach; work with Product to clarify what this team builds versus what lives in the product itself
Set the quality bar and requirements for partner-led activation, and maintain a tight feedback loop with our Partnerships team who owns the partner ecosystem
Establish the metrics framework for programmatic success: define what "activated" means at each tier, identify leading indicators, and build the instrumentation to track them
Run a rigorous experimentation program to understand which motions actually change customer behavior — and update the playbook when the data says to
Hire and lead a small, high-leverage team; bring cross-functional partners along on the vision and the operating model