Manager- Growth Sales (AI-Native)

United States Digital Space LLC; San Francisco (CA); Hybrid; USD 380,000 - 450,000; Full time

Job summary

Anthropic is seeking a Manager on the AI-Native GTM team to lead a group of 5-10 Growth Account Executives driving expansion and retention among our fastest-growing AI-native customers.

The role involves building scalable frameworks for deal negotiations, account planning, and quarterly business reviews, while partnering across Product and Marketing to seize strategic growth opportunities. Strong leadership and data-driven decision making are essential.

Qualifications

• 10+ years of enterprise software sales or account management, with 3+ years leading sales teams.
• Proven track record of exceeding revenue targets and developing top-performing Account Executives.
• Strong understanding of the startup ecosystem and high-growth technology companies.

Responsibilities

• Lead, coach, and develop a team of 5-10 Account Executives, providing regular feedback and guidance.
• Own team revenue targets, developing strategies to accelerate growth.
• Build scalable frameworks and processes for deal negotiations, account planning, quarterly business reviews, and customer health monitoring.
• Partner with Product, Marketing, and other GTM teams to identify and execute on strategic growth opportunities.
• Regularly review customer health metrics and develop action plans for at‑risk accounts.
• Mentor team members in consultative sales skills, negotiation best practices, and AI applications.
• Drive operational excellence through pipeline management, forecasting accuracy, and team productivity metrics.
• Participate in strategic customer conversations and support Growth AEs in complex negotiations.

Skills

Leadership

Enterprise software sales

Team coaching

Strategic account planning

Data-driven decision making

Cross-functional collaboration

Negotiation skills

Forecasting & pipeline mgmt

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

As a Manager on the AI-Native GTM team at Anthropic, you'll lead a team of 5-10 Growth Account Executives responsible for driving expansion and retention across our fastest-growing AI-Native customers. You'll build and develop a high-performing team while establishing the frameworks, processes, and best practices that enable them to help customers harness the transformative potential of safe, frontier AI. In this role, you'll be responsible for growing team revenue, driving optimal commercial outcomes, and ensuring Anthropic is building long‑term partnerships with the world’s fastest growing AI native startups.

Responsibilities:

• Lead, coach, and develop a team of 5-10 Account Executives, providing regular feedback and guidance to drive both individual and team performance

• Own team revenue targets, developing strategies to accelerate growth

• Build scalable frameworks and processes for deal negotiations, account planning, quarterly business reviews, and customer health monitoring

• Partner with Product, Marketing, and other GTM teams to identify and execute on strategic growth opportunities across the startup portfolio

• Regularly review customer health metrics and collaborate with team members to develop action plans for at‑risk accounts

• Mentor team members in developing consultative sales skills, negotiation best practices, and technical understanding of AI applications

• Drive operational excellence through pipeline management, forecasting accuracy, and team productivity metrics

• Participate in strategic customer conversations and support Growth AEs in complex negotiations

You may be a good fit if you have:

• 10+ years of experience in enterprise software sales or account management, with 3+ years leading sales teams

• Proven track record of consistently exceeding team revenue targets and developing high‑performing account executives

• Strong understanding of the startup ecosystem and experience working with high‑growth technology companies

• Deep expertise in strategic account planning and scaling account management processes in a fast‑paced environment

• Strong analytical and problem‑solving skills with a data‑driven approach to decision making

• Excellence in cross‑functional collaboration and stakeholder management

• Background in technical product sales, particularly in areas like APIs, infrastructure, or ML/AI solutions

• Demonstrated ability to coach and develop talent while maintaining high performance standards

The annual compensation range for this role is listed below.

For sales roles, the range provided is the role’s On Target Earnings ("OTE") range, meaning that the range includes both the sales commissions/sales bonuses target and annual base salary for the role.

Annual Salary: $380,000 — $450,000 USD

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.

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 about our policy for using AI in our application process.