Amazon GTM Partnership, 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 Anthropic is seeking a candidate to drive our startup partnerships through Amazon/AWS. You'll own this key relationship, generate revenue opportunities, and work with senior leadership across both organizations to accelerate Anthropic's AI adoption for startups through AWS's global ecosystem. In this role, you'll help shape how frontier AI technology is commercialized at scale and develop the blueprint for successful AI-cloud provider partnerships. Key responsibilities Develop and execute a GTM strategy for Anthropic's startup ecosystem initiatives through the Amazon/AWS partnership, including co-selling motions, enablement programs, and joint business plans Build and own forecasting, pipeline development, and revenue targets for the partnership Cultivate and maintain executive-level relationships across the AWS organization Drive strategic planning and execution of joint marketing and sales initiatives Design and implement scalable processes for partnership operations, including escalation management and performance reporting Provide market intelligence and competitive insights to inform product and business strategy Develop and execute segment-specific sales plays and enablement programs for startup audiences Participate in annual business reviews with key stakeholders across both organizations Identify and develop opportunities to expand the scope and impact of the partnership over time Minimum qualifications Experience in enterprise sales, business development, or strategic partnerships, with a focus on the startup ecosystem Demonstrated ability to build and execute co-selling or joint GTM strategies with a major cloud or technology partner Track record of building and maintaining executive-level relationships and influencing senior stakeholders Strong command of strategic planning, business operations, and program management Ability to translate complex technical capabilities into clear business value for a range of audiences Comfort balancing long-term strategic thinking with near-term tactical execution 25% travel is required Preferred qualifications 8+ years of enterprise sales or business development experience Prior experience working directly with Amazon/AWS partnership programs Background in AI/ML technologies or enterprise software Experience scaling partnerships in emerging or fast-moving technology markets Track record of building enterprise GTM strategies in a zero-to-one or foundational capacity Deadline to apply: None. Applications will be reviewed on a rolling basis. 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 — $365,000 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 thi