Startup Account Manager
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 Startup Account Manager at Anthropic, you'll drive expansion and retention of our fastest-growing startup customers by helping them harness the transformative potential of safe, frontier AI. You'll leverage your consultative sales expertise to grow revenue while becoming a trusted strategic advisor, helping customers expand their AI capabilities and unlock new use cases. Working closely with GTM, 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 sales acumen with relationship management skills, focusing on growing accounts through strategic upsells while maintaining high retention rates. By driving expanded deployment of Anthropic's emerging products, you will help enterprises scale their AI capabilities while advancing its ethical development.
Responsibilities:
- Drive revenue growth through strategic account expansion and renewals
- Own the full sales cycle for upsell opportunities while maintaining strong retention rates
- Build and maintain trusted relationships with key stakeholders across your portfolio of high-growth startups
- Lead strategic account planning including Quarterly Business Reviews, health checks, and renewal negotiations
- Partner with customers to identify new use cases and opportunities to expand their AI capabilities with Anthropic
- 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 risks while maintaining high customer satisfaction
You may be a good fit if you have:
- 2+ years of experience in sales or account management roles, with a proven track record of growing accounts and exceeding retention targets
- Success as a strategic business advisor, deeply understanding startup needs and creating innovative solutions that align with their vision
- Experience managing complex sales cycles, working with technical stakeholders, and negotiating strategic deals
- Strong presentation and communication skills with ability to build relationships across all customer levels, from ICs to C-level executives
- Analytical approach to understanding customer needs combined with creative solutions to drive expansion
- A knack for bringing order to chaos and an enthusiastic "roll up your sleeves" mentality
- Passion for emerging technologies like AI, with interest in ensuring they are developed safely and responsibly
- Experience running strategic business reviews and managing executive relationships
- Track record of consistently meeting or exceeding quota in fast-paced environments
Deadline to apply: None. Applications will be reviewed on a rolling basis.
The expected salary range for this position is:
Logistics
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 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.