Growth Account Executive, Startups
About the role
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
