Head of Digital Natives & Startups, ANZ

## **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** We are seeking a Head of Digital Natives & Startups, ANZ to build and lead Anthropic's go-to-market motion for digital native businesses and startups across Australia and New Zealand. You will grow a team that wins and expands the region's fastest-moving, AI-forward companies, driving consumption of Claude directly and through our cloud partners. You will set the segment strategy, hire and develop the team, and work closely with Product, Partnerships and Marketing to turn ANZ builders into long-term customers. This is a chance to shape how one of the world's most dynamic startup ecosystems adopts frontier AI, while representing ANZ's priorities to our global leadership. ## **Key responsibilities** - Define and execute the ANZ go-to-market strategy for Digital Natives and Startups, covering both new customer acquisition and growth within existing accounts - Build, hire and lead a high-performing sales team across Australia and New Zealand, with clear targets, regular coaching and defined career paths - Own pipeline, forecast and consumption targets for the segment, running a consumption-based sales motion - Build a repeatable motion across the customer lifecycle, from early-stage founders to scaled, high-growth digital natives - Develop strong relationships across the ANZ startup ecosystem, including founders, venture investors, accelerators and developer communities - Partner with cloud providers and our Partnerships team to co-sell and extend our reach in the segment - Collaborate with Product, Marketing, Solutions and Customer Success to adapt our offering and messaging for ANZ, and bring customer feedback back to the business - Represent ANZ priorities to regional and global leadership, and keep local execution aligned with global strategy - Act as an executive sponsor for key customers and communicate Anthropic's trust and safety principles with credibility ## **Minimum qualifications** - 15+ years of overall experience selling technology products to enterprise organisations across ANZ market - 5+ years of people management experience leading sales teams in the digital native and/or startup segment - Proven success in consumption-based technology sales, such as cloud, API or usage-based SaaS - Experience building a business or team from the ground up in Australia and/or New Zealand - Track record across both customer acquisition and account growth - Strong network and credibility in the ANZ startup and digital native ecosystem - Ability to explain technical products clearly to founders, engineers and executives ## **Preferred qualifications** - Background at Google, AWS or a similar cloud or SaaS company - Experience selling AI, machine learning or developer-focused products - Experience co-selling with cloud partners and working with channel - Experience hiring and scaling a team through rapid growth - Familiarity with the ANZ regulatory and data-privacy landscape ## **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 this. **We encourage you to apply even if you do not believe you meet every single qualification.** Not all strong candidates will meet every single qualification as listed. Research shows that people who identify as being from underrepresented groups are more prone to experiencing imposter syndrome and doubting the strength of their candidacy, so we urge you not to exclude yourself prematurely and to submit an application if you're interested in this work. We think AI systems like the ones we're building have enormous social and ethical implications. We think this makes representation even more important, and we strive to include a range of diverse perspectives on our team. **Your safety matters to us.** To protect yourself from potential scams, remember that Anthropic recruiters only contact you from @anthropic.com email addresses. In some cases, we may partner with vetted recruiting agencies who will identify themselves as working on behalf of Anthropic. Be cautious of emails from other domains. Legitimate Anthropic recruiters will never ask for money, fees, or banking information before your first day. If you're ever unsure about a communication, don't click any links—visit [](http://anthropic.com/careers) directly for confirmed position openings. ## **How we're different** We believe that the highest-impact AI research will be big science. At Anthropic we work as a single cohesive team on just a few large-scale research efforts. And we value impact — advancing our long-term goals of steerable, trustworthy AI — rather than work on smaller and more specific puzzles. We view AI research as an empirical science, which has as much in common with physics and biology as with traditional efforts in computer science. We're an extremely collaborative group, and we host frequent research discussions to ensure that we are pursuing the highest-impact work at any given time. As such, we greatly value communication skills. The easiest way to understand our research directions is to read our recent research. This research continues many of the directions our team worked on prior to Anthropic, including: GPT-3, Circuit-Based Interpretability, Multimodal Neurons, Scaling Laws, AI & Compute, Concrete Problems in AI Safety, and Learning from Human Preferences. ## **Come work with us!** Anthropic is a public benefit corporation headquartered in San Francisco. We offer competitive compensation and benefits, optional equity donation matching, generous vacation and parental leave, flexible working hours, and a lovely office space in which to collaborate with colleagues. **Guidance on Candidates' AI Usage:** Learn about [our policy](https://www.anthropic.com/candidate-ai-guidance) for using AI in our application process.