Scale Growth Account Executive, AI Native

anthropic; New York, San Francisco (NY, CA); On-site; USD 290,000 - 380,000; Full time

Job summary

Anthropic is seeking a Scale Growth Account Executive to own a portfolio of 6–8 strategic AI-native startup customers. You will drive expansion and retention by helping customers harness frontier AI, serving as a trusted advisor to founders and executive teams while collaborating with GTM, Applied AI, product, and marketing teams.

You will manage full sales cycles for upsell and renewal opportunities, expand deployments, and maintain high retention in a competitive market.

Qualifications

• 12+ years of experience in sales or account management with a track record of growing large, complex accounts and exceeding retention targets.
• Experience as a strategic advisor to founders and executives, understanding fast-scaling startup needs.
• Experience managing multi-stakeholder sales cycles with technical stakeholders and strategic deals.
• Strong presentation and communication skills across organizational levels, from ICs to C-level executives.
• Analytical approach to customer needs and usage with creative expansion solutions.

Responsibilities

• Drive revenue growth through strategic account expansion and renewals for a focused portfolio of Anthropic's largest AI-native startup customers.
• Build and maintain relationships with founders, board members, and CTOs/VPs, who own model decisions.
• Lead strategic account planning including executive business reviews, health checks, usage reviews, and renewal negotiations.
• Identify new use cases and workloads with customers to expand their AI capabilities with Anthropic.
• Navigate multi-stakeholder deals and competitive evaluations in partnership with product and Applied AI teams.
• Gather customer feedback to inform product roadmap and ensure maximum value for clients.

Skills

Account management

Strategic sales

Executive relationships

Renewals

Cross-functional collaboration

Forecasting

Education

Bachelor’s degree

Tools

Salesforce

CRM tools

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 Scale Growth Account Executive at Anthropic, you'll own a portfolio of roughly 6-8 of our most strategic and fastest-scaling AI-native startup customers, driving expansion and retention by helping them harness the transformative potential of safe, frontier AI. These are companies that build on Anthropic's models and are now scaling quickly — your job is to grow with them. You'll leverage your consultative sales expertise to expand revenue across complex, multi-stakeholder accounts while becoming a trusted strategic advisor to founders and executive teams, helping them expand their AI capabilities and unlock new use cases. Working closely with GTM, Applied AI, product, and marketing teams, you'll identify expansion opportunities while ensuring our customers get maximum value from Anthropic's solutions.

The ideal candidate will combine strong commercial acumen with executive relationship management skills, focusing on growing large accounts through strategic expansion while maintaining high retention rates in a competitive market. By driving expanded deployment of Anthropic's products at the companies defining what AI-native looks like, you will help them scale their AI capabilities while advancing its safe and ethical development.

Responsibilities:

Drive revenue growth through strategic account expansion and renewals across a focused portfolio (~6-8) of Anthropic's largest AI-native startup customers. Own the full sales cycle for upsell and renewal opportunities while maintaining strong retention rates

Build and maintain trusted relationships with founders, board members, and executive stakeholders, as well as the technical leaders (CTO, VP Engineering, Head of AI) who own model decisions

Lead strategic account planning including executive business reviews, health checks, usage and forecast reviews, and renewal negotiations

Partner with customers to identify new use cases, workloads, and products that expand their AI capabilities with Anthropic

Navigate complex commercial conversations — multi-stakeholder deals, evolving usage patterns, and competitive evaluations — in partnership with Applied AI and product teams

Serve as the voice of the customer by gathering feedback and conveying market needs to inform our product roadmap

Develop and execute account strategies that align Anthropic's solutions with customer business objectives

Proactively identify and mitigate retention and competitive risks while maintaining high customer satisfaction

Must Have Qualifications:

12+ years of experience in sales or account management roles, with a proven track record of growing large, complex accounts and exceeding retention and expansion targets

Success as a strategic business advisor to founders and executives, deeply understanding fast-scaling startup needs and creating solutions that align with their vision

Experience managing complex, multi-stakeholder sales cycles, working with technical stakeholders, and negotiating strategic deals

Strong presentation and communication skills with ability to build relationships across all customer levels, from ICs to founders and C-level executives

Analytical approach to understanding customer needs and usage combined with creative solutions to drive expansion

A knack for bringing order to chaos and an enthusiastic "roll up your sleeves" mentality

Passion for emerging technologies like AI, with interest in ensuring they are developed safely and responsibly

Experience running executive business reviews and managing executive relationships

Track record of consistently meeting or exceeding quota in fast-paced environments

Preferred Qualifications:

Experience selling or expanding usage- or consumption-based API, infrastructure, or developer-platform products

Experience selling to technical founders, CTOs, and engineering leaders at AI-native or developer-first companies

Fluency in the LLM/AI market — model providers, capabilities, pricing models, and how AI-native companies evaluate and switch between them

Experience structuring larger commercial agreements (usage commitments, multi-year terms, enterprise contract terms) with fast-growing customers

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.

$290,000 - $380,000 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.

We encourage you to apply even if you do not believe you meet every single qualification. 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] email 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.

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