Amazon GTM Partnership, Startups

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

Anthropic is seeking a candidate to drive our startup partnerships through Amazon/AWS. You'll own this key relationship, generate revenue opportunities, and work with senior leadership across both organizations to accelerate Anthropic's AI adoption for startups through AWS's global ecosystem.

In this role, you'll help shape how frontier AI technology is commercialized at scale and develop the blueprint for successful AI-cloud provider partnerships.

Responsibilities:

• Develop and execute GTM strategy for our Amazon/AWS partnership in the startup ecosystem, including co-selling motions, enablement programs, and joint business plans
• Build forecasting, pipeline development, and revenue targets for the partnership
• Build and maintain executive-level relationships across Amazon/AWS organization
• Drive strategic planning and execution of joint marketing and sales initiatives
• Create and implement scalable processes for partnership operations, including escalation management and reporting
• Provide strategic market intelligence and competitive insights to inform product and business strategy
• Design and execute segment-specific sales plays and enablement programs
• Participate in annual business reviews with key stakeholders
• Identify and develop strategic opportunities to expand partnership scope and impact

You may be a good fit if you have:

• 8+ years of enterprise sales/BD experience
• Proven track record of building and scaling startup partnerships
• Strong executive presence and demonstrated ability to influence senior stakeholders
• Track record of developing and executing successful co-selling strategies
• Excellence in strategic planning, business operations, and program management
• Deep understanding of the startup ecosystem
• Ability to balance strategic thinking with tactical execution
• Experience working with technical products and translating complex capabilities into business value

Strong candidates may also have:

• Previous experience working with Amazon/AWS partnerships
• Background in AI/ML technologies or enterprise software
• Experience scaling partnerships in emerging technology markets
• Track record of building enterprise GTM strategies from the ground up

Deadline to apply: None. Applications will be reviewed on a rolling basis.

The expected salary range for this position is:

Annual Salary:$250,000—$270,000 USD

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 c