Growth Account Executive, Startups

As a Growth Account Executive, Startups at Anthropic, you'll partner with the next generation of AI-native startups across EMEA, helping founding teams integrate Claude into the core of their products and workflows from day one. You'll combine a high-velocity sales motion with a consultative approach, guiding early-stage and growth-stage companies through their AI adoption journey and building relationships that scale as they do.

 

The ideal candidate is energised by working with founders, thrives in a fast-paced environment, and has a genuine curiosity for how startups are building with AI. You'll identify high-potential companies early, help them realise the value of Anthropic's platform quickly, and grow these accounts as they scale — ensuring responsible development and deployment of AI capabilities along the way.

Responsibilities

• Own a high-volume book of startup accounts, managing the full sales cycle from prospecting and qualification through to close and expansion

• Build trusted relationships with founders, technical leads, and early go-to-market teams, acting as a strategic advisor on AI adoption

• Drive rapid time-to-value by helping startups identify and execute their highest-impact AI use cases with Claude

• Develop and execute territory and account plans that prioritise the highest-potential startups within the EMEA ecosystem

• Collaborate closely with Solutions Engineering, Developer Relations, and Customer Success to deliver a seamless customer experience

• Partner with the venture capital and accelerator ecosystem to source pipeline and build Anthropic's presence within the startup community

• Identify product feedback and emerging trends based on patterns across your portfolio of startup customers, advocating internally for the startup segment

• Manage accurate forecasting and pipeline hygiene, leveraging data to continuously optimise your sales motion

Must-Have Qualifications

• 5 + years of experience in SaaS or cloud/infrastructure sales, with a strong track record of meeting or exceeding quota

• Experience managing a high-velocity sales cycle with multiple concurrent opportunities at various stages

• Comfort engaging directly with founders and technical decision-makers at early-stage and growth-stage companies

• Strong commercial instincts with the ability to quickly assess a startup's potential and tailor your approach accordingly

• Solid understanding of technical concepts sufficient to have credible conversations about APIs, integrations, and AI/ML use cases

• Excellent communication skills — written and verbal — with the ability to convey value clearly and concisely

• Self-starter mentality with a bias toward action, experimentation, and continuous improvement

Preferred Qualifications

• Experience selling developer tools, APIs, cloud infrastructure, or AI/ML platforms

• Familiarity with consumption-based or usage-based pricing models

• Existing relationships within the EMEA startup and venture capital ecosystem

• Understanding of the AI/ML landscape, including large language models and generative AI trends

• Experience working at or selling into high-growth startups

• Background partnering with accelerators, incubators, or VC portfolio programmes to drive pipeline