Account Executive, Startups

divh2Account Executive, Startups/h2pSan Francisco, CA | New York City, NY/ph3About Anthropic/h3pAnthropics 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./ph3About the Role/h3pAs a Startup Account Executive at Anthropic, youll drive adoption of safe, frontier AI by securing strategic deals with some of the fastest growing startups in the world. Youll leverage your consultative sales expertise to propel revenue growth while becoming a trusted partner to customers, helping them embed and deploy AI while uncovering its full range of capabilities. In collaboration with GTM, product, and marketing teams, youll continuously refine our value proposition, sales methodology, and market positioning to ensure differentiated value across the landscape. The ideal candidate will have a passion for developing new market segments, pinpointing high-potential opportunities, and executing strategies to capture them. By driving deployment of Anthropics emerging products, you will help enterprises obtain new capabilities while also advancing the ethical development of AI./ph3Responsibilities:/h3ulliWin new business and drive revenue for Anthropic. Find your way to the right people at prospective customers, educate them about LLMs, and help them succeed with Anthropic. Youll own the full sales cycle, from first outbound to launch/liliDesign and execute innovative sales strategies to meet and exceed revenue quotas. Analyze market landscapes, trends, and dynamics to translate high-level plans into targeted sales activities, partnerships, and campaigns/liliSpearhead market expansion by pinpointing new customer segments and use cases. Collaborate cross-functionally to differentiate our offerings and sustain a competitive edge/liliInform product roadmaps and features by gathering customer feedback and conveying market needs. Provide insights that strengthen our value proposition and enhance the customer experience/liliContinuously refine the sales methodology by incorporating learnings into playbooks, templates, and best practices. Identify process improvements that optimize sales productivity and consistency/li/ulh3You May Be a Good Fit If You Have:/h3ulli2-3 years of experience prospecting and closing startup leads, driving adoption of emerging technologies with a consultative, solutions-oriented sales approach/liliFamiliarity working within complex sales cycles, selling to technical stakeholders, and securing strategic deals by understanding multifaceted technical requirements and crafting tailored solutions/liliSuccess as a strategic business advisor, deeply understanding the needs of startup founders and creating innovative solutions that align with their vision and help them succeed/liliExposure to negotiating complex, customized commercial agreements with multiple stakeholders/liliDemonstrated history of exceeding quota by effectively qualifying and advancing opportunities in a fast-paced work environment/liliExcellent communication skills and the ability to present confidently and build connections across all customer levels, from ICs to C-level executives/liliA knack for bringing order to chaos and an enthusiastic roll up your sleeves mentality. You are a true team player/liliAnalytical approach to understanding customer needs combined with creative follow-up to advance opportunities/liliPassion for emerging technologies like AI, with interest in ensuring they are developed safely and responsibly/liliA strategic, analytical approach to assessing markets combined with creative, tactical execution to capture opportunities/liliA passion for and/or experience with advanced AI systems. You feel strongly about ensuring frontier AI systems are developed safely/li/ulpDeadline to apply: None. Applications will be reviewed on a rolling basis./ppThe annual compensation range for this role is listed below. For sales roles, the range provided is the roles On Target Earnings (OTE) range, meaning that the range includes both the sales commissions/sales bonuses target and annual base salary for the role./ppAnnual Salary: $222,800 - $290,000 USD/ph3Logistics/h3pstrongMinimum education:/strong Bachelors degree or an equivalent combination of education, training, and/or experience/ppstrongRequired field of study:/strong A field relevant to the role as demonstrated through coursework, training, or professional experience/ppstrongMinimum years of experience:/strong Years of experience required will correlate with the internal job level requirements for the position/ppstrongLocation-based hybrid policy:/strong 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./ppstrongVisa sponsorship:/strong We do sponsor visas! However, we arent 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./ppWe 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 youre interested in this work. We think AI systems like the ones were 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. strongYour safety matters to us./strong 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 youre ever unsure about a communication, dont click any linksvisit anthropic.com/careers directly for confirmed position openings./ph3How Were Different/h3pWe 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. Were 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./ppThe 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./ph3Come Work With Us!/h3pAnthropic 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. strongGuidance on Candidates AI Usage:/strong Learn about our policy for using AI in our application process/p/div