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Anthropic is seeking a Head of Digital Natives & Startups for Australia and New Zealand to build and lead the company's go-to-market strategy targeting digital native businesses and startups across the ANZ region. This is a leadership role focused on driving adoption of Claude among the region's fastest-moving, AI-forward companies, both directly and through cloud partners.
You will define and execute the ANZ go-to-market strategy for this segment, covering new customer acquisition and expansion within existing accounts. You will build, hire, and lead a high-performing sales team across Australia and New Zealand with clear targets, coaching, and defined career paths. Key responsibilities include owning pipeline, forecast, and consumption targets; building a repeatable motion across the customer lifecycle from early-stage founders to scaled digital natives; developing strong relationships across the ANZ startup ecosystem (founders, venture investors, accelerators, developer communities); partnering with cloud providers on co-selling; collaborating with Product, Marketing, Solutions, and Customer Success teams to adapt offerings for ANZ; representing ANZ priorities to regional and global leadership; and serving as an executive sponsor for key customers while communicating Anthropic's trust and safety principles.
This role offers the opportunity to shape how one of the world's most dynamic startup ecosystems adopts frontier AI while representing ANZ's priorities to global leadership. You will work closely with cross-functional teams and have direct influence on product strategy and customer feedback loops.
ANTHROPIC CONTEXT: Anthropic is a public benefit corporation headquartered in San Francisco, focused on creating reliable, interpretable, and steerable AI systems. The company offers competitive compensation, optional equity donation matching, generous vacation and parental leave, flexible working hours, and collaborative office space.
REQUIREMENTS:
- 15+ years of overall experience selling technology products to enterprise organizations 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 (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
- Bachelor's degree or equivalent combination of education, training, and/or experience
PREFERRED QUALIFICATIONS:
- Background at Google, AWS, or 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 ANZ regulatory and data-privacy landscape
