## **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 Head of Strategic Startups at Anthropic, you will own the strategy, organization, and commercial outcomes for Anthropic's relationships with the world's most important AI-native startups. This is the segment where the next generation of category-defining companies is being built on Claude, and where Anthropic's commercial, product, and partnership decisions compound fastest. You will lead a team of Account Executives who own Anthropic's most strategic AI-native accounts, and be accountable for a revenue line spanning expansion, retention, and net-new strategic wins. Beyond running the business, you will define what "strategic" means for Anthropic in the startup ecosystem: which companies we bet on, how we structure partnerships with them, how we engage investors and accelerators, and how the signal from this segment shapes our product roadmap and go-to-market model. You will be a member of the GTM leadership team and a visible voice for Anthropic in the startup and venture community, helping ensure that the companies defining the future of AI choose to build it safely, and with us. ## **Responsibilities:** - Set the multi-year strategy for Anthropic's Strategic Startups business, including segmentation, coverage model, partnership structures, and investment priorities, and secure executive alignment on it - Build, lead, and scale a high-performing team of Account Executives, including hiring, coaching, and developing sellers and establishing a strong operating cadence across the team - Own the segment's revenue plan and P&L-level outcomes, including forecasting, capacity planning, quota design, and resource allocation, with direct accountability to GTM and company leadership - Personally lead Anthropic's relationships with a portfolio of the highest-leverage AI-native startups, 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) that create durable, mutually beneficial relationships with breakout companies - Serve as the executive voice of the startup segment inside Anthropic, bringing structured customer and market insight to Product, Engineering, Pricing, and Finance and influencing roadmap and packaging decisions accordingly - Partner with Enterprise Sales, Solutions, Partnerships, and Customer Success leadership to define handoffs, shared accounts, and escalation paths as startups scale into enterprise customers - Establish the systems of record for the segment: account planning, customer health, executive business reviews, deal governance, and the metrics leadership uses to run the business - Represent Anthropic externally with founders, investors, and at industry events, articulating our approach to safe, frontier AI and why it matters for companies building on it - Lean in to support building Anthropic's presence across the startup ecosystem. ## **You may be a good fit if you:** - Have 15+ years of experience in enter