Scale Growth Account Executive, AI Native

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. Annual Salary: $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 candi