Director, Digital Natives & Startups – ANZ

Anthropic; Sydney; Hybrid; AUD 220,000 - 380,000; Full time

Job summary

Anthropic seeks a Head of Digital Natives & Startups, ANZ to build and lead the go-to-market motion for digital native businesses across Australia and New Zealand. You will grow a team, drive consumption of Claude with cloud partners, and shape ANZ strategy.

You will own the segment plan, hire the team, and collaborate with Product, Partnerships and Marketing to turn ANZ builders into long-term customers. You will set ANZ priorities, manage pipeline and forecast, and represent ANZ to global

Qualifications

• 15+ years selling technology products to enterprise organisations across ANZ
• 5+ years of people management leading sales teams in digital native/startup segments
• Proven success in consumption-based technology sales (cloud, API, SaaS)
• Experience building a business or team in Australia and/or New Zealand
• Track record in both customer acquisition and account growth
• Strong network in the ANZ startup and digital native ecosystem
• Ability to explain technical products to founders, engineers and executives

Responsibilities

• Define and execute the ANZ go-to-market strategy for Digital Natives and Startups, including new customer acquisition and growth within existing accounts
• Build, hire and lead a high-performing sales team across Australia and New Zealand with clear targets and career paths
• Own pipeline, forecast and consumption targets for the segment, using a consumption-based sales motion
• Create a repeatable motion across the customer lifecycle from early-stage founders to high-growth digital natives
• Develop relationships across the ANZ startup ecosystem with founders, venture investors, accelerators and developers
• Partner with cloud providers and our Partnerships team to co-sell and extend reach in the segment
• Collaborate with Product, Marketing, Solutions and Customer Success to tailor offerings for ANZ and capture feedback
• Represent ANZ priorities to regional/global leadership and align local execution with global strategy
• Act as executive sponsor for key customers and communicate trust and safety principles

Skills

Enterprise sales

People management

Consumption-based SaaS

ANZ startup network

Customer acquisition

Education

Bachelor’s degree

Tools

CRM software

Job description

Anthropic seeks a Head of Digital Natives & Startups, ANZ to build and lead the go-to-market motion for digital native businesses across Australia and New Zealand. You will grow a team, drive consumption of Claude with cloud partners, and shape ANZ strategy.

You will own the segment plan, hire the team, and collaborate with Product, Partnerships and Marketing to turn ANZ builders into long-term customers. You will set ANZ priorities, manage pipeline and forecast, and represent ANZ to global