Account Executive - DNB

About the role

We are seeking an Enterprise Account Executive to serve as a founding member of our go-to-market expansion into Southeast Asia, based in Singapore. You will drive adoption of safe, frontier AI by securing strategic deals with the region's leading digital-native companies—from high-growth startups to established unicorns and super-apps—across Singapore, Indonesia, Vietnam, Thailand, Malaysia, and the Philippines. Owning the full sales cycle from first outbound to launch, you'll act as a trusted partner to customers as they embed Claude into their products and operations. As a first mover in ASEAN, you'll shape our regional strategy from the ground up, building the playbooks and market insight that will scale as our team grows.

Key responsibilities

• Win new business and drive revenue for Anthropic across ASEAN, owning the full sales cycle from prospecting through deployment with digital-native customers
• Design and execute sales strategies tailored to the region's distinct markets, accounting for differences in market maturity, regulatory environment, language, and buying behaviour across Southeast Asian countries
• Spearhead market expansion by identifying high-potential customer segments and use cases within the region's startup and scale-up ecosystem, including fintech, e-commerce, super-apps, gaming, SaaS, and logistics
• Establish foundational go-to-market practices as a first mover in ASEAN, creating playbooks, templates, and frameworks that scale with the team
• Inform product roadmaps by gathering customer feedback and conveying market needs specific to Southeast Asian enterprises, including multilingual and localisation requirements
• Collaborate with cross-functional partners in product, marketing, solutions, and partnerships—including regional cloud and channel partners—to differentiate our offerings and sustain a competitive edge
• Serve as a market expert on ASEAN's digital-native landscape, providing strategic insight to global leadership on regional trends, competitive dynamics, and growth opportunities

Minimum qualifications

• 12+ years of enterprise sales experience driving adoption of emerging technologies with digital-native businesses in Southeast Asia, with a consultative, solutions-oriented approach
• Deep understanding of the ASEAN startup and scale-up ecosystem, including familiarity with leading digital-native companies across multiple markets in the region
• Track record of managing complex, multi-stakeholder sales cycles and closing strategic deals by translating multifaceted technical requirements into tailored solutions
• Proven experience exceeding revenue targets in fast-paced organisations while managing an evolving pipeline and sales process
• Extensive experience negotiating complex, customised commercial agreements in Southeast Asian market contexts
• Excellent communication and presentation skills, with the ability to build relationships from ICs to C-level executives and cultural fluency across ASEAN business environments
• Entrepreneurial mindset and comfort with ambiguity as a founding team member building processes and strategy from scratch
• Bachelor's degree in a related field or equivalent experience

Preferred qualifications

• Experience selling AI/ML, developer platforms, cloud, or API-based products to technical buyers
• Existing relationships with founders, CTOs, and product leaders at prominent Southeast Asian technology companies
• Experience working with hyperscaler or channel partners to co-sell into regional accounts
• Working proficiency in a Southeast Asian language in addition to English (e.g. Bahasa Indonesia, Vietnamese, Thai)
• Experience establishing a new market or region for a high-growth technology company
• A passion for and/or experience with advanced AI systems, and a strong interest in ensuring frontier AI is developed safely