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Startup Account Executive

Bangalore, India

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 Startup Account Executive to bring safe, frontier AI to India's thriving startup ecosystem from our Bengaluru hub. You will partner with some of India's most innovative startups—from fintech unicorns to emerging SaaS pioneers—helping founders, CTOs, and engineering leaders leverage Claude to transform their businesses. Combining consultative selling with deep technical fluency, you'll own the full sales journey from first outreach through production deployment, while developing market insight into the unique requirements of building in India for both domestic and global markets. Working closely with our global GTM, product, and marketing teams, you'll shape how Anthropic serves the rapidly evolving needs of Indian startups while upholding our commitment to AI safety and reliability.

Key responsibilities

  • Build relationships with key stakeholders across India's startup ecosystem, from seed-stage founders to scale-up leadership teams
  • Own the complete sales cycle from initial outreach through implementation, navigating technical decision-makers including CTOs, engineering leads, and product heads, and ensuring successful adoption of Claude across diverse use cases
  • Guide startups from proof-of-concept through paid pilot to production scaling, helping them navigate consumption-based pricing and cost optimisation
  • Collaborate with ecosystem partners including accelerators, VCs, and developer communities to expand Anthropic's presence in India
  • Develop market insights specific to Indian startups—including cost optimisation, scale, multilingual and vernacular language needs, and data residency—and advocate for features that serve Indian developers
  • Gather and document use cases from sectors such as fintech, edtech, healthtech, and agritech to inform the global product roadmap
  • Develop playbooks tailored to the Indian startup sales cycle, accounting for budget cycles, procurement processes, and the balance of technical and business stakeholders
  • Contribute to building a world-class sales organisation in India by mentoring and collaborating with team members and establishing processes that scale

Minimum qualifications

  • 8+ years of B2B sales experience in the Indian startup ecosystem, preferably selling developer tools, APIs, or SaaS products
  • Track record of success in consultative selling to technical audiences, with demonstrated ability to exceed targets
  • Deep understanding of India's startup landscape, including key players, investors, and market dynamics
  • Technical fluency to engage credibly with engineering teams on topics such as API integration, LLM fundamentals (context windows, prompt engineering, fine-tuning), common use cases (RAG, semantic search, conversational AI), security and compliance (data privacy, SOC2/ISO), and cost optimisation (caching, batch processing); you don't need to code, but you should confidently translate between business value and technical requirements
  • Experience with consumption-based pricing models and guiding startups from POC to production
  • Understanding of Indian startup buying dynamics, including budget cycles, procurement processes, and common data residency and compliance concerns
  • Strong relationship-building and communication skills, with the ability to navigate from technical teams to C-suite executives
  • Entrepreneurial mindset with the ability to thrive in ambiguity, build processes from scratch, and collaborate across time zones with global teams
  • Bachelor's degree in a related field or equivalent experience

Preferred qualifications

  • Existing relationships within India's startup ecosystem, including founders, VCs, and accelerator networks
  • Experience selling to Indian unicorns or high-growth startups in sectors like fintech, e-commerce, or SaaS
  • Technical background in engineering or computer science
  • Understanding of AI/ML applications in Indian contexts, from voice interfaces to computer vision
  • Track record of building new markets or launching products in India
  • Active involvement in developer communities, startup events, or tech meetups
  • Proficiency in one or more Indian languages in addition to English
  • Commitment to responsible AI development and deployment, especially in diverse, complex markets like India

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 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.

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We believe that AI will have a transformative impact on the world, and we’re seeking exceptional candidates who collaborate thoughtfully with Claude to realize this vision. At the same time, we want to understand your unique skills, expertise, and perspective through our hiring process. We invite you to review our AI partnership guidelines for candidates and confirm your understanding by selecting “Yes.”

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Agreement to Arbitrate

I understand and agree that both Anthropic and I waive our respective rights to trial by jury in connection with any claims covered by this agreement to arbitrate. Instead, any disputes arising out of or related to my application for employment with Anthropic shall be settled by final and binding arbitration pursuant to the Federal Arbitration Act. I understand and agree that Anthropic’s employees/agents, Anthropic’s clients, and their employees/agents are third-party beneficiaries to this agreement.

The arbitration shall be conducted in accordance with the Employment Arbitration Rules & Procedures of Judicial Arbitration and Mediation Services, Inc. (“JAMS Rules”), available via the internet at https://www.jamsadr.com/rules-employment-arbitration or by searching for “JAMS Employment Arbitration Rules” in an online search service such as www.google.com. To the extent the JAMS Rules are inconsistent with the terms of this Agreement, this Agreement shall govern to the extent permitted by law. The parties will select one neutral arbitrator, who will have the authority to award all relief in law or equity that is requested by the parties and supported by credible, relevant, and admissible evidence. The arbitrator shall allow adequate discovery and issue a written, signed, and reasoned award. Judgement may be entered on the arbitrator’s award in any court having jurisdiction, and the award shall be subject to correction, confirmation, or vacation as provided by the applicable law concerning judicial review of arbitration awards. Anthropic will bear the costs that are particular to the arbitration, such as the arbitrator fees. The arbitrator will apply the substantive law of the state in which I sought employment with Anthropic. The arbitrator will determine the arbitration venue, based on fairness and convenience to the parties and witnesses, unless otherwise mutually agreed upon by the parties. The Party initiating a claim under this Agreement must make a written demand for arbitration to the other Party. The demand for arbitration shall identify the claims asserted, the facts upon which such claims are based, and any relief or remedy sought. Written demand for arbitration to Anthropic must be sent to Anthropic PBC at arbdemands@anthropic.com. Anthropic’s demand for arbitration shall be sent to the most recent mailing address and/or email address that Anthropic has on file for you. 

This agreement to arbitrate does not apply to claims for workers’ compensation, unemployment compensation benefits, claims or charges before any administrative agency having jurisdiction over such claims, or any other claim that is not subject to arbitration under federal law. If any claims are deemed non-arbitrable, then those claims will be stayed until resolution of any arbitrable claims.

I understand and agree that, except where prohibited by federal law, all claims subject to this agreement to arbitrate must be pursued on an individual basis, and that both I and Anthropic waive any right to bring or be a party to any class or collective action. I agree that any issues pertaining to the enforceability, application or validity of this agreement to arbitrate shall be decided only by a court of competent jurisdiction and not by an arbitrator. This agreement to arbitrate applies only in the United States.

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