Head of Start Up Sales

About the Role: As the Head of Startups at Anthropic, you'll build and lead our startup ecosystem strategy, overseeing sales, partnerships, account management, developer relations, and our hyper scale startup engagement. You'll scale a high-performing team focused on driving adoption of Anthropic's AI solutions across the startup landscape while ensuring responsible AI deployment. Working closely with our GTM leadership, product, and engineering teams, you'll define and execute our startup go-to-market strategy, while building programs that enable startups to succeed with our platform. The ideal candidate will bring extensive startup ecosystem experience, proven leadership abilities in scaling teams, and strategic vision to build Anthropic's position as the preferred AI partner for innovative startups. You'll balance rapid growth with responsible AI adoption while developing scalable programs that support startups from seed to scale. Responsibilities: Develop and execute Anthropic's sales strategy for the startup market, focusing on high-potential and rapidly growing companies Build and lead high-performing teams across startup sales, partnerships, account management, developer relations, and hyperscale engagement who deeply understand Anthropic's technology and its applications for startups Develop scalable programs and processes to support startups across their growth journey Lead sales efforts through both direct channels and partnerships with startup accelerators, incubators, and venture capital firms Create and oversee startup-focused initiatives including accelerator programs, technical enablement, and co-marketing opportunities Partner with product and engineering teams to represent startup needs and use cases in our roadmap Craft and execute strategies to differentiate Anthropic in the startup market, addressing the unique challenges and opportunities in this segment Build relationships with key startup ecosystem players including VCs, accelerators, and innovation hubs Establish metrics and reporting frameworks to measure startup program success Scale team through strategic hiring and development while building strong startup-focused culture You may be a good fit if you have: 10+ years of experience in startup ecosystem roles, with 5+ years leading teams across sales, partnerships, and developer relations Track record of building and scaling startup programs at enterprise software or AI/ML companies Demonstrated ability to understand and articulate the value of complex technical products to non-technical audiences Experience managing P&L and hitting aggressive growth targets in fast-paced environments Strong network within the startup ecosystem, including relationships with accelerators, incubators, and venture capital firms Proven ability to build and lead high-performing teams across multiple functions Strategic mindset with ability to balance short-term execution with long-term ecosystem development Strong executive presence and ability to represent Anthropic with startup founders and ecosystem leaders Deep understanding of startup technical needs and ability to translate into scalable programs Passion for responsible AI development and deployment A passion for technology and its potential to transform businesses

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