Head of Strategic Startups

Anthropic
San Francisco
Workplace: OnsiteFull timeUSD 550,000 - 750,000 annuallyFunction: Entrepreneurship & Venture BuildingExperience: 15+ yearsEducation: bachelorsSkills: ["Cross-functional leadership","Analytical rigor","Executive communication","Partnership building","Decision-making with imperfect data"]

Own the strategy and commercial outcomes for Anthropic’s Strategic Startups segment, defining what “strategic” means and leading multi-year partnerships with AI-native startups. Build and scale a team of Account Executives, drive revenue planning and P&L-level outcomes, and negotiate executive-level commercial structures. Serve as a GTM leadership voice and bring startup ecosystem insight to Product, Engineering, Pricing, and Finance.

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Anthropic
Anthropic
7 hours ago

Head of Strategic Startups

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Job Summary

Own the strategy and commercial outcomes for Anthropic’s Strategic Startups segment, defining what “strategic” means and leading multi-year partnerships with AI-native startups. Build and scale a team of Account Executives, drive revenue planning and P&L-level outcomes, and negotiate executive-level commercial structures. Serve as a GTM leadership voice and bring startup ecosystem insight to Product, Engineering, Pricing, and Finance.
Location: San Francisco
Workplace: Onsite
Employment Type: Full time
Job Function: Entrepreneurship & Venture Building
Seniority: Sr. Director level

Key Responsibilities

  • •Set multi-year strategy for the Strategic Startups business, including segmentation, coverage, partnership structures, and investment priorities with executive alignment.
  • •Build, lead, and scale a team of Account Executives, including hiring, coaching, and establishing operating cadence.
  • •Own segment revenue plan and P&L-level outcomes (forecasting, capacity planning, quota design, and resource allocation) with accountability to GTM and company leadership.
  • •Personally lead high-leverage startup relationships, engaging founders, CEOs, and CTOs on multi-year commercial, technical, and partnership agreements.
  • •Design and negotiate novel commercial and partnership structures (credits programs, strategic pricing, co-development, joint go-to-market) and act as an internal/external executive voice for the segment.

Pay and Benefits

Salary: USD 550,000 - 750,000 annually
Perks:Parental LeavePaid Leave

Key Requirements

  • •15+ years of enterprise or technical software sales experience, including 7+ years leading sales teams.
  • •Founded a company or worked as a Business Development leader securing large contracts.
  • •Owned a significant revenue line with full accountability for plan, forecast, and results, consistently outperforming targets.
  • •Built or materially scaled a sales or account management organization, including coverage models, compensation plans, and operating rhythms.
  • •Experience selling technical, consumption-based, or platform products (APIs, infrastructure, developer tools, ML/AI) and structuring complex executive-level commercial/partnership agreements.
Experience:15+ yearsEnterprise softwareTechnical software salesStartup ecosystemDeveloper toolsAI/ML
Education:Bachelor's in A field relevant to the role as demonstrated through coursework, training, or professional experience
Skills:Cross-functional leadershipAnalytical rigorExecutive communicationPartnership buildingDecision-making with imperfect data
Languages:English
Tech Stack:ClaudeAPIsInfrastructureDeveloper toolsML/AIGTM

Company Brief

Anthropic
Develops large-scale AI systems and safety research to create reliable, steerable, and interpretable AI assistants and models for commercial and research applications.
Industry: AI & Machine Learning
Company Size: Enterprise (1,001+ employees)
Growth: Scaleup
Valuation: Unicorn (USD 1B+)
Funding: Series C
Headquarters: San Francisco, United States
Founded: 2021
WebsiteLinkedIn