Anthropic’s mission is to create reliable, interpretable, and steerable AI systems that are safe and beneficial for both users and society.
About the role
You will lead Anthropic’s startup partnerships through Amazon/AWS, owning the relationship, generating revenue opportunities, and collaborating with senior leadership on both sides to accelerate AI adoption for startups via AWS’s global ecosystem.
Key responsibilities
- Develop and execute a GTM strategy for Anthropic’s startup ecosystem initiatives through the Amazon/AWS partnership, including co‑selling motions, enablement programs, and joint business plans.
- Build and own forecasting, pipeline development, and revenue targets for the partnership.
- Cultivate and maintain executive‑level relationships across the AWS organization.
- Drive strategic planning and execution of joint marketing and sales initiatives.
- Design and implement scalable processes for partnership operations, including escalation management and performance reporting.
- Provide market intelligence and competitive insights to inform product and business strategy.
- Develop and execute segment‑specific sales plays and enablement programs for startup audiences.
- Participate in annual business reviews with key stakeholders across both organizations.
- Identify and develop opportunities to expand the scope and impact of the partnership over time.
- 25% travel is required.
Required qualifications
- Strong experience in enterprise sales, business development, or strategic partnerships focused on the startup ecosystem.
- Demonstrated ability to build and execute co‑selling or joint GTM strategies with a major cloud or technology partner.
- Track record of building and maintaining executive‑level relationships and influencing senior stakeholders.
- Strong command of strategic planning, business operations, and program management.
- Ability to translate complex technical capabilities into clear business value for a range of audiences.
- Comfort balancing long‑term strategic thinking with near‑term tactical execution.
Preferred qualifications
- 8+ years of enterprise sales or business development experience.
- Prior experience working directly with Amazon/AWS partnership programs.
- Background in AI/ML technologies or enterprise software.
- Experience scaling partnerships in emerging or fast‑moving technology markets.
- Track record of building enterprise GTM strategies in a zero‑to‑one or foundational capacity.
Compensation
The annual compensation for this role is a target earnings range that includes both base salary and sales commissions/bonuses. Specific figures will be discussed during the interview process.
Logistics
Minimum education: Bachelor’s degree or an equivalent combination of education, training, and/or experience. Required field of study: A field relevant to the role as demonstrated through coursework, training, or professional experience. Minimum years of experience: Years of experience correlating with internal job level requirements.
Location-based hybrid policy: We expect all staff to be in one of our offices at least 25% of the time; some roles may need more in‑office presence.
Visa sponsorship: We sponsor visas where possible and will make reasonable efforts to obtain a visa for suitable candidates.
Equity and Benefits
Anthropic offers competitive compensation, a generous vacation and parental leave policy, flexible working hours, and optional equity donation matching. Additional benefits details will be provided at offer stage.
Diversity and Inclusion
We encourage applicants from all backgrounds, especially those who identify as underrepresented groups. Your safety matters to us; you should only respond to inquiries from anthropic.com email addresses. We are a public benefit corporation committed to diverse perspectives and ethical AI.
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