Manager, Account Executives, Startups

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 Manager on the Startups team at Anthropic, you'll lead a team of 5-10 Growth Account Executives responsible for driving expansion and retention across our fastest-growing startup customers. You'll build and develop a high-performing team while establishing the frameworks, processes, and best practices that enable them to help customers harness the transformative potential of safe, frontier AI. In this role, you'll be responsible for growing team revenue, driving optimal commercial outcomes, and ensuring Anthropic is building long-term partnerships with the world’s fastest growing AI native startups. Responsibilities: - Lead, coach, and develop a team of 5-10 Startup Growth AEs, providing regular feedback and guidance to drive both individual and team performance - Own team revenue targets, developing strategies to accelerate growth - Build scalable frameworks and processes for deal negotiations, account planning, quarterly business reviews, and customer health monitoring - Partner with Product, Marketing, and other GTM teams to identify and execute on strategic growth opportunities across the startup portfolio - Regularly review customer health metrics and collaborate with team members to develop action plans for at-risk accounts - Mentor team members in developing consultative sales skills, negotiation best practices, and technical understanding of AI applications - Drive operational excellence through pipeline management, forecasting accuracy, and team productivity metrics - Participate in strategic customer conversations and support Growth AEs in complex negotiations You may be a good fit if you have: - 10+ years of experience in enterprise software sales or account management, with 3+ years leading sales teams - Proven track record of consistently exceeding team revenue targets and developing high-performing account executives - Strong understanding of the startup ecosystem and experience working with high-growth technology companies - Deep expertise in strategic account planning and scaling account management processes in a fast-paced environment - Strong analytical and problem-solving skills with a data-driven approach to decision making - Excellence in cross-functional collaboration and stakeholder management - Background in technical product sales, particularly in areas like APIs, infrastructure, or ML/AI solutions - Demonstrated ability to coach and develop talent while maintaining high performance standards The annual compensation range for this role is listed below. For sales roles, the range provided is the role’s On Target Earnings ("OTE") range, meaning that the range includes both the sales commissions/sales bonuses target and annual base salary for the role. Annual Salary: €265.000—€310.000 EUR Logistics Minimum education: Bachelor’s degree or an equivalent combination of education, training, and/or experience Required field of study: A field relevant to the role as demonstrated through coursework, training, or professional experience Minimum years of experience: Years of experience required will correlate with the internal job level requirements for the position 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. Your safety matters to us. 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 dom

10+ years of experience in enterprise software sales or account management, with 3+ years leading sales teams. Proven track record of consistently exceeding team revenue targets and developing high-performing account executives. Strong understanding of the startup ecosystem and experience working with high-growth technology companies. Deep expertise in strategic account planning and scaling account management processes in a fast-paced environment. Strong analytical and problem-solving skills with a data-driven approach to decision making. Excellence in cross-functional collaboration and stakeholder management. Background in technical product sales, particularly in areas like APIs, infrastructure, or ML/AI solutions. Demonstrated ability to coach and develop talent while maintaining high performance standards.