Growth Account Executive, Startups — EMEA

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.

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

Logistics

Education requirements: We require at least a Bachelor's degree in a related field or equivalent experience.

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 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 for using AI in our application process