Manager, Account Executive

Manager, Account Executive - StartupsAnthropic'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 RoleAs a startup sales leader at Anthropic, you'll build and lead a high-performing team of account executives focused on driving adoption of our cutting-edge AI solutions throughout the startup ecosystem. This pivotal role combines strategic leadership with hands-on sales management to accelerate revenue while ensuring responsible AI deployment. You'll collaborate directly with GTM leadership, product teams, and engineering to define and execute our startup go-to-market strategy, empowering startups to unlock new use cases and achieve breakthrough results with Anthropic's emerging products.Responsibilities:Build and lead a team of Startup Account Executives, implementing the broader startup ecosystem strategy through effective sales execution and team developmentDesign and execute regional or segment-specific sales strategies aligned with company-wide startup initiativesDevelop and optimize sales processes that enable scalable startup engagement, from seed stage through hypergrowth, while maintaining high standards of responsible AI deploymentPartner with other startup ecosystem team leads across partnerships, developer relations, and account management to ensure coordinated execution of startup programsCreate and implement sales enablement programs that help your team effectively articulate Anthropic's value proposition to technical and non-technical startup stakeholdersDrive revenue growth through strategic pipeline development, territory planning, and resource allocation while maintaining forecast accuracyProvide market intelligence and customer feedback to inform product roadmap and startup program developmentYou may be a good fit if you have:10+ years of experience driving adoption of emerging technologies with a consultative, solutions-oriented sales approach, with 5+ years leading sales teamsDeep understanding of the startup ecosystem and experience working with high-growth technology companies at various stagesTrack record of exceeding team revenue targets and successfully scaling startup sales organizations in emerging technology marketsExperience building relationships with startup ecosystem players including accelerators, incubators, and venture capital firmsStrong analytical skills with the ability to use data to inform strategy, forecast accurately, and make evidence-based decisions about pipeline and territory managementExcellence in cross-functional collaboration and ability to align sales execution with broader ecosystem initiativesProven ability to recruit, develop, and retain top sales talent while building an inclusive team culturePassion for emerging technologies like AI, with particular interest in ensuring they are developed safely and responsiblyDeadline to apply: None. Applications will be reviewed on a rolling basis.The expected salary range for this position is:Annual Salary: $280,000 - $350,000 USDLogisticsEducation requirements: We require at least a Bachelor's degree in a related field or equivalent experience. 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.How We're DifferentWe 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 UsAnthropic 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.