Account Executive, Startups

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