Strategic Startups & Partnerships Leader

Anthropic; San Francisco (CA); Hybrid; USD 550,000 - 750,000; Full time

Benefits offered by this job

Equity donation matching

Generous vacation & parental leave

Flexible working hours

Office in San Francisco

Job summary

Anthropic is seeking a Head of Strategic Startups to own strategy, organization, and revenue outcomes for Anthropic's relationships with leading AI-native startups. You will lead a team of Account Executives, shape partnerships, and influence product and GTM decisions across the startup ecosystem.

You will manage multi-year revenue plans, engage founders and CTOs, and design strategic pricing and co-development structures to create durable, mutually beneficial relationships.

Qualifications

• 15+ years in enterprise or technical software sales.
• 7+ years leading sales teams.
• Founder or Business Development leadership experience.
• Owned a revenue line with forecast and plan.
• Built or scaled a sales organization and coverage models.
• Familiar with startup ecosystem and investors.
• Experience selling APIs, infrastructure, or AI platforms.
• Closed complex executive-level agreements.
• Cross-functional leadership influencing product, pricing, GTM decisions.
• Analytical, data-driven decision making in evolving markets.
• Motivated by Anthropic's mission and frontier AI deployment.

Responsibilities

• Set multi-year strategy for Anthropic's Strategic Startups with segmentation and investment priorities.
• Build, lead, and scale a high-performing Account Executive team with coaching.
• Own segment revenue plan and P&L, including forecasting and resource allocation.
• Lead relationships with top AI-native startups and engage founders/CTOs.
• Design and negotiate novel commercial and partnership structures.
• Provide executive voice to Product, Engineering, Pricing, and Finance.
• Define handoffs and escalation paths with Enterprise Sales and Customer Success.
• Establish systems of record for territory planning, health, and reviews.
• Represent Anthropic externally to founders, investors, and industry events.
• Support Anthropic's presence across the startup ecosystem.

Education

Bachelors degree

Tools

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Job description

Anthropic is seeking a Head of Strategic Startups to own strategy, organization, and revenue outcomes for Anthropic's relationships with leading AI-native startups. You will lead a team of Account Executives, shape partnerships, and influence product and GTM decisions across the startup ecosystem.

You will manage multi-year revenue plans, engage founders and CTOs, and design strategic pricing and co-development structures to create durable, mutually beneficial relationships.