Manager, Startup Partnerships

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 the Manager, Startup Partnerships at Anthropic, you'll lead a high-performing and technical team of startup partners focused on driving adoption of Anthropic's AI solutions across the startup landscape while ensuring responsible AI deployment. As a leadership role on the startups GTM team, you will lead a multi-functional team working across accelerators, incubators, and ecosystem partners across mature and emerging markets. The team’s goal is to obsess over winning day-zero founders globally and expand our customer base to ensure every new AI startup chooses to build on Claude.

You will be instrumental in establishing Anthropic's presence in the global startup ecosystem, driving pipeline and new logos to startup sales across multiple regions. This role requires someone who thrives in ambiguity, can build from the ground up in new markets, and is driven to deliver exceptional results.

What you'll do:

Team Leadership

• Experience managing P&L and hitting aggressive growth targets in fast-paced environments
• Build and lead a high-performing, geographically distributed team of startup partners capable of influencing at senior decision-makers and GPs within accelerator, and partner organizations
• Work with cross functional teams across sales, marketing, product & data science
• Recruit, develop, and retain exceptional talent across multiple regions and cultures. Create a unified, results-oriented culture across geographies that attracts top talent and delivers outstanding outcomes to customers and the business.

Ecosystem Development

• Lead multi-threaded partner coverage across Accelerators, and Ecosystem Partners
• Work with partners to establish Claude as the AI platform of choice across global startup markets
• Create a framework and plan for scaled initiatives to help ensure early stage founders are choosing to build on Claude.
• Support the initiation and development of strategic relationships with global and regional partners
• Adapt partnership models and GTM approaches to local market dynamics, regulatory environments, and cultural nuances
• Navigate complex environments including regulatory, compliance, and data sovereignty considerations
  
  

You may be a good fit if you have:

• 12+ years experience building and scaling partner ecosystems across multiple international geographies with demonstrable evidence of driving substantial revenue and P&L management
• 5+ years management experience leading and scaling high-performing partnership teams
• Deep experience operating across multiple geographies with understanding of local business practices, cultural nuances, and market dynamics
• Strong background in enterprise technology sales internationally, ideally within cloud, AI/ML, or platform businesses
• Executive presence with the ability to influence and build relationships at C-suite level across diverse cultures
• Collaborative approach with ability to work cross-functionally across sales, product, marketing, and regional teams
• Experience specifically within AI/ML or frontier technology companies
• Established relationships with major global VCs, accelerators, and startup ecosystems (YC, a16z, Sequoia, etc.)

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.

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 from @anthropic.com 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 about our policy for using AI in our application process.