Growth Account Executive, Startups

• Own a portfolio of high-potential AI-native startups across EMEA, with full accountability for revenue growth and retention • Build long-term, trusted relationships with founders, CTOs and technical leads, acting as their advisor on how to build with Claude • Help customers build on the frontier: bring new model releases and capabilities to them early, work through where they apply, and drive adoption into the core of the product • Develop use cases: understand each customer's product and roadmap, identify where Claude can go deeper, and make it happen • Structure, size and time usage-based commitments, including multi-surface agreements across the Claude API, Claude Code and Claude for Work • Navigate competitive pressure, including aggressive discounting, with a clear point of view on value rather than price • Partner with the Applied AI team on technical strategy for your accounts and coordinate their involvement where it creates the most leverage • Build and maintain relationships across the EMEA VC and accelerator ecosystem to source and qualify pipeline • Bring structured feedback from your portfolio to Product and Go-to-Market leadership You may be a good fit if you have • 5+ years of quota-carrying experience in consumption or usage-based sales at a cloud provider, infrastructure, data platform or developer tools company • A track record of expanding existing accounts: you have carried a growth or expansion number and understand how commits, credits and usage curves work • A consultative selling style, with evidence that customers treat you as an advisor rather than a vendor • Experience selling to early- and growth-stage startups and comfort with the pace and informality of founder-led companies • Enough technical depth to hold a credible conversation with a CTO about APIs, model selection and AI product architecture, and to recognise where a new capability fits • Existing relationships in the European startup, VC or accelerator ecosystem • Fluency in English; additional European languages are a plus

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's EMEA Startups team works with the companies building AI-native products on Claude, from Seed through Series B and beyond. The Growth Account Executive owns a portfolio of startups that are already building on Claude and is responsible for growing that relationship: deepening Claude's role in the customer's product, structuring the commercial agreements that support their scale, and defending the account as the competitive landscape shifts. This is a consultative role. Native AI companies move fast, change direction often, and make decisions on technical merit. Earning a seat at the table means building real relationships with founders and technical leaders, understanding their product and roadmap as well as they do, and helping them build on the frontier — bringing them the latest models and capabilities early, showing them what's possible, and turning that into adoption. Commercial outcomes follow from that trust. You work closely with our Applied AI (AAI) team, who bring deep technical partnership to our highest-potential accounts, but you are expected to understand what each customer is building and identify the next use case yourself. Helping customers build on the frontier is part of this job, not something you hand off. Responsibilities • Own a portfolio of high-potential AI-native startups across EMEA, with full accountability for revenue growth and retention • Build long-term, trusted relationships with founders, CTOs and technical leads, acting as their advisor on how to build with Claude • Help customers build on the frontier: bring new model releases and capabilities to them early, work through where they apply, and drive adoption into the core of the product • Develop use cases: understand each customer's product and roadmap, identify where Claude can go deeper, and make it happen • Structure, size and time usage-based commitments, including multi-surface agreements across the Claude API, Claude Code and Claude for Work • Navigate competitive pressure, including aggressive discounting, with a clear point of view on value rather than price • Partner with the Applied AI team on technical strategy for your accounts and coordinate their involvement where it creates the most leverage • Build and maintain relationships across the EMEA VC and accelerator ecosystem to source and qualify pipeline • Bring structured feedback from your portfolio to Product and Go-to-Market leadership You may be a good fit if you have • 5+ years of quota-carrying experience in consumption or usage-based sales at a cloud provider, infrastructure, data platform or developer tools company • A track record of expanding existing accounts: you have carried a growth or expansion number and understand how commits, credits and usage curves work • A consultative selling style, with evidence that customers treat you as an advisor rather than a vendor • Experience selling to early- and growth-stage startups and comfort with the pace and informality of founder-led companies • Enough technical depth to hold a credible conversation with a CTO about APIs, model selection and AI product architecture, and to recognise where a new capability fits • Existing relationships in the European startup, VC or accelerator ecosystem • Fluency in English; additional European languages are a plus Strong candidates often have • Time inside a startup, not just selling to them • Hands-on experience building with LLMs, even on side projects • A history of describing wins by what the customer built rather than the size of the deal The annual compensation range for this role is listed below. For sales roles, the range provided is the role’s On Target Earnings ("OTE") range, meaning that the range includes both the sales commissions/sales bonuses target and annual base salary for the role. Annual Salary: €155.000—€205.000 EUR 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 identif