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Salary: USD 300,000 - 365,000 / annual
Anthropic is seeking a Strategic Business Development Lead to own the company's partnership relationships with a small number of the world's largest technology companies. This is a senior individual contributor role focused on managing multi-faceted, end-to-end partnerships that span multiple business units—consumer products, devices, operating systems, productivity software, cloud platforms, commerce, and enterprise distribution.
The role centers on product and distribution partnerships: co-developing opportunities with partners and structuring the commercial, technical, and go-to-market terms that make partnerships durable. You will manage multiple concurrent deal streams within the same partner organization at different stages, with different counterparts, and with interconnected terms. You are responsible for keeping these parallel negotiations coherent and ensuring they reinforce rather than undercut one another.
Key responsibilities include:
- Managing a small number of large, multi-faceted partner relationships end-to-end: setting strategy, deciding which opportunities to pursue and in what order, and staying accountable for overall partnership health and commercial output
- Leading product partnerships: identifying and structuring opportunities to embed Claude in partners' consumer and enterprise products, co-developing new products and features, and defining product, technical, data, and brand terms
- Running multiple deal streams in parallel: managing several concurrent negotiations within the same partner (product integrations, distribution, commercial agreements, infrastructure) and sequencing them so terms reinforce one another
- Negotiating complex, first-of-kind agreements: leading end-to-end negotiations involving novel commercial structures, revenue sharing, product commitments, exclusivity provisions, data terms, and multi-year value exchanges
- Acting as an executive counterpart: building and managing relationships with senior executives on the partner side, serving as Anthropic's primary voice into the partnership, and preparing Anthropic's own executives for partner-level engagements
- Exercising judgment on behalf of Anthropic: weighing commercial upside against strategic, competitive, product, and mission considerations; knowing when to say no; and making clear recommendations to leadership on trade-offs without a playbook
- Driving cross-functional execution: coordinating Product, Engineering, Sales, Marketing, Finance, Legal, and Policy from initial structuring through negotiation, launch, and ongoing governance
This role requires a seasoned dealmaker comfortable as the primary counterpart to senior executives at very large companies, with strong judgment in ambiguous, high-stakes situations, and the ability to carry complex, multi-party negotiations from first conversation through signature and into execution.
Minimum qualifications:
- Direct experience owning a large, multi-business partner relationship where you were responsible for the whole relationship rather than a single deal or product line
- Track record of structuring and closing product partnerships (embedding technology into partner products, co-developed products, distribution through partner surfaces, or similar) in addition to conventional commercial agreements
- Experience personally leading complex, multi-stakeholder negotiations with senior executives, including deals with interlocking terms, competitive sensitivities, and multi-year commitments
- Demonstrated ability to manage several significant negotiations simultaneously without losing the thread on any of them
- Experience coordinating cross-functional execution (Product, Engineering, Legal, Finance) to bring a complex agreement from structuring through signature and delivery
Preferred qualifications:
- 10+ years in strategic business development, strategic partnerships, or corporate development at technology companies, with meaningful time managing relationships with very large technology partners
- Experience on either side of a partnership between a foundation model or AI platform provider and a large technology company
- Experience working inside one of the very large technology companies, with practical understanding of how decisions get made, who holds budget and roadmap authority, and how to navigate them
- Experience with partnerships spanning both consumer and enterprise businesses, or combining product, distribution, and infrastructure components in a single relationship
- Understanding of foundation model capabilities and how they translate into partner products, with enough technical fluency to work credibly with product and engineering leaders on both sides
- Background in corporate development, strategy, or a legal or finance discipline involving structuring and papering unusually complex agreements
Minimum education: Bachelor's degree or equivalent combination of education, training, and/or experience in a field relevant to the role. Anthropic expects all staff to be in one of their offices at least 25% of the time, though some roles may require more time in office. Visa sponsorship is available.
