Scaled Growth Account Executive, AI Native

The posting, as Anthropic wrote it

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

11+ years of experience in sales or account management roles, with a proven track record of gro
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n our team.

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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.