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Anthropic

Builds Claude AI models with a focus on safety

Head of Digital Natives & Startups

Account ExecutiveConfirmed live in the last 24 hours
Full-timeSydney NSW, AustraliaNo salary listed

About the Job

Requirements

  • At least 15 years of overall experience selling technology products to enterprise organizations across the ANZ market.
  • At least 5 years of people-management experience leading sales teams in the digital native and/or startup segment.
  • Proven success in consumption-based technology sales, such as cloud, application programming interfaces, or usage-based software as a service.
  • Experience building a business or team from the ground up in Australia and/or New Zealand.
  • A track record across both customer acquisition and account growth.
  • A strong network and credibility in the ANZ startup and digital native ecosystem.
  • Ability to explain technical products clearly to founders, engineers, and executives.
  • Bachelor’s degree or an equivalent combination of education, training, and/or experience; coursework, training, or professional experience in a field relevant to the role.

Responsibilities

  • Define and execute the ANZ go-to-market strategy for Digital Natives and Startups, covering new customer acquisition and growth within existing accounts.
  • Build, hire, and lead a high-performing sales team across Australia and New Zealand, with clear targets, regular coaching, and defined career paths.
  • Own pipeline, forecast, and consumption targets for the segment, running a consumption-based sales motion.
  • Build a repeatable motion across the customer lifecycle, from early-stage founders to scaled, high-growth digital natives.
  • Develop relationships across the ANZ startup ecosystem, including founders, venture investors, accelerators, and developer communities.
  • Partner with cloud providers and the Partnerships team to co-sell and extend reach in the segment.
  • Collaborate with Product, Marketing, Solutions, and Customer Success to adapt the offering and messaging for ANZ and bring customer feedback back to the business.
  • Represent ANZ priorities to regional and global leadership and keep local execution aligned with global strategy.
  • Act as an executive sponsor for key customers and communicate Anthropic’s trust and safety principles.

Desired Qualifications

  • Background at Google, AWS, or a similar cloud or software-as-a-service company.
  • Experience selling artificial intelligence, machine learning, or developer-focused products.
  • Experience co-selling with cloud partners and working with channel partners.
  • Experience hiring and scaling a team through rapid growth.
  • Familiarity with the ANZ regulatory and data-privacy landscape.

About the Company

Anthropic

Builds Claude AI models with a focus on safety

Anthropic builds the Claude family of AI models and sells them to businesses, software developers, and consumers, with research on making AI safe and understandable at the center of its work. In 2024 it introduced the Model Context Protocol, an open standard for connecting AI assistants to outside apps and data that OpenAI and Google adopted the next year. People use the Claude app to write and analyze files, programmers hand coding tasks to Claude Code, and companies build Claude into their own products through its API. Anthropic earns money from subscriptions, business plans, and usage-based API fees. Siblings Dario and Daniela Amodei founded Anthropic in 2021 with other former OpenAI employees, and it is based in San Francisco.

Company size
5,001-10,000
Company stage
N/A
Total funding
$243.8B
Headquarters
San Francisco, CA
Founded
2021

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