Head of Digital Natives & Startups, ANZ

WinsAbove; Sydney; Hybrid; AUD 230,000 - 360,000; Full time

Benefits offered by this job

Flexible working hours

Generous vacation & parental leave

Optional equity donation matching

Visa sponsorship

Office space in ANZ

Job summary

Anthropic seeks a Head of Digital Natives & Startups, ANZ to build and lead the 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 Claude adoption directly and via cloud partners.

You will set the segment strategy, hire and develop the team, and collaborate with Product, Partnerships and Marketing to convert ANZ builders into long-term customers.

Qualifications

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

Responsibilities

• Define and execute the ANZ go-to-market strategy for Digital Natives and Startups.
• Build, hire and lead a high-performing sales team across Australia and New Zealand.
• Own pipeline, forecast and consumption targets for the segment, with a consumption-based motion.
• Develop repeatable motion across the customer lifecycle from founders to high-growth natives.
• Develop relationships across the ANZ startup ecosystem, investors, accelerators and developers.
• Partner with cloud providers and Partnerships to co-sell and extend reach.
• Collaborate with Product, Marketing, Solutions and CS to adapt offering for ANZ and relay feedback.
• Represent ANZ priorities to regional/global leadership and align local execution with strategy.
• Act as executive sponsor for key customers and communicate trust/safety principles.

Skills

Enterprise sales

ANZ market

Leadership

Consumption-based sales

Cloud/SaaS

Startup ecosystem network

Technical storytelling

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.

Visa sponsorship:We do sponsor visas! However, we aren't able to successfully sponsor visas for every role and every candidate. But if we make you an offer, we will make every reasonable effort to get you a visa, and we retain an immigration lawyer to help with this.

Not all strong candidates will meet every single qualification as listed. Research shows that people who identify as being from underrepresented groups are more prone to experiencing imposter syndrome and doubting the strength of their candidacy, so we urge you not to exclude yourself prematurely and to submit an application if you're interested in this work. We think AI systems like the ones we're building have enormous social and ethical implications. We think this makes representation even more important, and we strive to include a range of diverse perspectives on our team.
Your safety matters to us. To protect yourself from potential scams, remember that Anthropic recruiters only contact you [e-mail] addresses. In some cases, we may partner with vetted recruiting agencies who will identify themselves as working on behalf of Anthropic. Be cautious of emails from other domains. Legitimate Anthropic recruiters will never ask for money, fees, or banking information before your first day. If you're ever unsure about a communication, don't click any links—visit anthropic.com/careers directly for confirmed position openings.

How we're different

We believe that the highest-impact AI research will be big science. At Anthropic we work as a single cohesive team on just a few large-scale research efforts. And we value impact — advancing our long-term goals of steerable, trustworthy AI — rather than work on smaller and more specific puzzles. We view AI research as an empirical science, which has as much in common with physics and biology as with traditional efforts in computer science. We're an extremely collaborative group, and we host frequent research discussions to ensure that we are pursuing the highest-impact work at any given time. As such, we greatly value communication skills.

The easiest way to understand our research directions is to read our recent research. This research continues many of the directions our team worked on prior to Anthropic, including: GPT-3, Circuit-Based Interpretability, Multimodal Neurons, Scaling Laws, AI & Compute, Concrete Problems in AI Safety, and Learning from Human Preferences.

Come work with us!

Anthropic is a public benefit corporation headquartered in San Francisco. We offer competitive compensation and benefits, optional equity donation matching, generous vacation and parental leave, flexible working hours, and a lovely office space in which to collaborate with colleagues. Guidance on Candidates' AI Usage:Learn aboutour policy for using AI in our application process.