Account Executive, 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 Startup Account Executive at Anthropic, you'll manage a portfolio of startup customers and help them harness the transformative potential of safe, frontier AI. This role is designed for early-career sales professionals who thrive in fast-paced environments and are excited about building scalable engagement models. You'll leverage Claude and other tools to efficiently serve a large customer base while identifying high-potential accounts for growth. The ideal candidate will combine strong foundational sales skills with intellectual curiosity about AI and a passion for process improvement. You'll develop playbooks for scaled customer engagement that benefit the entire Growth AE organization, while building the skills to advance into more senior AE roles. Responsibilities: • Manage a portfolio of 100+ startup accounts, maintaining high retention and identifying expansion opportunities • Build and execute scalable engagement models using Claude and automation to efficiently serve a high-volume customer base • Identify breakout accounts with high growth potential and ensure smooth transitions to expanded coverage when appropriate • Develop and document best practices for scaled customer engagement that can be shared across the Growth AE organization • Conduct streamlined account health checks and identify early warning signs of churn risk • Partner with customers to understand their business models and product, advising them through their AI transformation, and gathering feedback to inform product development • Collaborate with Applied AI and other cross-functional teams to support customer technical needs You may be a good fit if you have: • 3+ years of experience in sales, account management, customer success, or related roles • Demonstrated ability to manage multiple priorities and a high volume of customer relationships simultaneously • Strong communication skills with ability to build rapport quickly across various customer personas • Analytical mindset with comfort using data to prioritize accounts and identify trends • Enthusiasm for emerging technologies and genuine interest in AI • A "roll up your sleeves" mentality and comfort operating in ambiguous, fast-changing environments Strong candidates may have: • Experience with consumption-based or usage-based pricing models • Familiarity with technical products, APIs, or developer-focused solutions • Experience working with startup customers or in a high-growth startup environment • Exposure to AI/ML concepts and applications 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: $172,300 — $222,800 USD 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