Head of Digital Natives & Startups, ANZ

EngineersOfAI; Sydney; Hybrid; AUD 250,000 - 360,000; Full time

Job summary

Anthropic in Australia and New Zealand seeks a Head of Digital Natives & Startups to build and lead the ANZ go-to-market motion, driving Claude adoption with enterprise and startup customers. You’ll hire and develop a sales team, own pipeline and forecasts, and partner with cloud providers to expand reach.

You will shape ANZ strategy, represent regional priorities to global leadership, and guide cross-functional teams in Product, Partnerships and Marketing to accelerate growth.

Qualifications

• 15+ years selling technology to enterprise organisations in ANZ.
• 5+ years leading sales teams in digital natives/startups.
• Proven success in consumption-based cloud/SaaS sales.
• Experience building a business or team in AU and/or NZ.
• Strong network in the ANZ startup ecosystem.

Responsibilities

• Define and execute the ANZ go-to-market for Digital Natives and Startups.
• Build and lead a high-performing sales team across Australia and New Zealand.
• Own pipeline, forecast and consumption targets for the segment.
• Develop relationships with founders, investors, accelerators and developers.
• Collaborate with Partnerships to co-sell and extend reach.
• Align product, marketing and customer success messaging for ANZ.
• Represent ANZ priorities to regional/global leadership.

Skills

Enterprise sales

Leadership & people mgmt

Consumption-based SaaS sales

New market development

Executive communication

Education

Bachelor’s degree

Job description

About Anthropic

Anthropic’s mission is to create reliable, interpretable, and steerable AI systems. We want AI to be safe and beneficial for our users and for society as a whole. Our team is a quickly growing group of committed researchers, engineers, policy experts, and business leaders working together to build beneficial AI systems.

About the role

We are seeking a Head of Digital Natives & Startups, ANZ to build and lead Anthropic's go-to-market motion for digital native businesses and startups across Australia and New Zealand. You will grow a team that wins and expands the region's fastest-moving, AI-forward companies, driving consumption of Claude directly and through our cloud partners. You will set the segment strategy, hire and develop the team, and work closely with Product, Partnerships and Marketing to turn ANZ builders into long-term customers. This is a chance to shape how one of the world's most dynamic startup ecosystems adopts frontier AI, while representing ANZ's priorities to our global leadership.

Key responsibilities

• Define and execute the ANZ go-to-market strategy for Digital Natives and Startups, covering both 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, regular coaching and defined career paths
• Own pipeline, forecast and consumption targets for the segment, running a consumption-based sales motion
• Build a repeatable motion across the customer lifecycle, from early-stage founders to scaled, high-growth digital natives
• Develop strong relationships across the ANZ startup ecosystem, including founders, venture investors, accelerators and developer communities
• Partner with cloud providers and our Partnerships team to co-sell and extend our reach in the segment
• Collaborate with Product, Marketing, Solutions and Customer Success to adapt our offering and messaging for ANZ, and bring customer feedback back to the business
• Represent ANZ priorities to regional and global leadership, and keep local execution aligned with global strategy
• Act as an executive sponsor for key customers and communicate Anthropic's trust and safety principles with credibility

Minimum qualifications

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

Preferred qualifications

• Background at Google, AWS or a similar cloud or SaaS company
• Experience selling AI, machine learning or developer-focused products
• Experience co-selling with cloud partners and working with channel
• Experience hiring and scaling a team through rapid growth
• Familiarity with the ANZ regulatory and data-privacy landscape

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 required will correlate with the internal job level requirements for the position

Location-based hybrid policy: Currently, we expect all staff to be in one of our offices at least 25% of the time. However, some roles may require more time in our offices.

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