Manager, Startups Account Management
Anthropic
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 Manager of Startup Account Management at Anthropic, you'll lead a team of 5-10 Account Managers responsible for driving expansion and retention across our fastest-growing startup customers. You'll build and develop a high-performing team while establishing the frameworks, processes, and best practices that enable them to help customers harness the transformative potential of safe, frontier AI. In this role, you'll be responsible for both team and revenue growth, coaching Account Managers to exceed their targets while ensuring consistent delivery of exceptional customer experiences.
Responsibilities
- Lead, coach, and develop a team of 5-10 Startup Account Managers, providing regular feedback and guidance to drive both individual and team performance
- Own team revenue targets across expansion and retention, developing strategies to accelerate growth while maintaining strong customer satisfaction
- Build scalable frameworks and processes for account planning, quarterly business reviews, and customer health monitoring
- Partner with Product, Marketing, and other GTM teams to identify and execute on strategic growth opportunities across the startup portfolio
- Establish best practices for startup customer engagement and create playbooks for successful account expansion
- Regularly review customer health metrics and collaborate with team members to develop action plans for at-risk accounts
- Mentor team members in developing consultative sales skills and technical understanding of AI applications
- Drive operational excellence through pipeline management, forecasting accuracy, and team productivity metrics
- Participate in strategic customer conversations and support Account Managers in complex negotiations
You may be a good fit if you have:
- 10+ years of experience in enterprise software sales or account management, with 3+ years in a people management role
- Proven track record of consistently exceeding team revenue targets and developing high-performing account managers
- Strong understanding of the startup ecosystem and experience working with high-growth technology companies
- Deep expertise in strategic account planning and enterprise relationship management
- Experience building and scaling account management processes in a fast-paced environment
- Strong analytical and problem-solving skills with a data-driven approach to decision making
- Excellence in cross-functional collaboration and stakeholder management
- Background in technical product sales, particularly in areas like APIs, infrastructure, or ML/AI solutions
- Demonstrated ability to coach and develop talent while maintaining high performance standards
Deadline to apply: None. Applications will be reviewed on a rolling basis.
The expected salary range for this position is:
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.
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.