Manager, Account Executive - Startups

Anthropic • San Francisco, CA

114d • $280,000 - $350,000

About The Position

As a startup sales leader at Anthropic, you'll build and lead a high-performing team of account executives focused on driving adoption of our cutting-edge AI solutions throughout the startup ecosystem. This pivotal role combines strategic leadership with hands-on sales management to accelerate revenue while ensuring responsible AI deployment. You'll collaborate directly with GTM leadership, product teams, and engineering to define and execute our startup go-to-market strategy, empowering startups to unlock new use cases and achieve breakthrough results with Anthropic's emerging products.

Requirements

• 10+ years of experience driving adoption of emerging technologies with a consultative, solutions-oriented sales approach, with 5+ years leading sales teams
• Deep understanding of the startup ecosystem and experience working with high-growth technology companies at various stages
• Track record of exceeding team revenue targets and successfully scaling startup sales organizations in emerging technology markets
• Experience building relationships with startup ecosystem players including accelerators, incubators, and venture capital firms
• Strong analytical skills with the ability to use data to inform strategy, forecast accurately, and make evidence-based decisions about pipeline and territory management
• Excellence in cross-functional collaboration and ability to align sales execution with broader ecosystem initiatives
• Proven ability to recruit, develop, and retain top sales talent while building an inclusive team culture
• Passion for emerging technologies like AI, with particular interest in ensuring they are developed safely and responsibly

Responsibilities

• Build and lead a team of Startup Account Executives, implementing the broader startup ecosystem strategy through effective sales execution and team development
• Design and execute regional or segment-specific sales strategies aligned with company-wide startup initiatives
• Develop and optimize sales processes that enable scalable startup engagement, from seed stage through hypergrowth, while maintaining high standards of responsible AI deployment
• Partner with other startup ecosystem team leads across partnerships, developer relations, and account management to ensure coordinated execution of startup programs
• Create and implement sales enablement programs that help your team effectively articulate Anthropic's value proposition to technical and non-technical startup stakeholders
• Drive revenue growth through strategic pipeline development, territory planning, and resource allocation while maintaining forecast accuracy
• Provide market intelligence and customer feedback to inform product roadmap and startup program development

Benefits

• Competitive compensation and benefits
• Optional equity donation matching
• Generous vacation and parental leave
• Flexible working hours
• Lovely office space in which to collaborate with colleagues

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: Bachelor's degree