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

Benefits

• Comprehensive health, dental, and vision insurance for you and your dependents
• Inclusive fertility benefits via Carrot Fertility
• 22 weeks of paid parental leave
• Flexible paid time off and absence policies
• Mental health support for you and your dependents
• Competitive salary and equity packages
• Optional equity donation matching at a 1:1 ratio, up to 25% of your equity grant
• Retirement plans with competitive matching
• Life and income protection plans
• $500/month flexible wellness and time saver stipend
• Commuter benefits
• Annual education stipend
• Home office stipends
• Relocation support for those moving for Anthropic
• Daily meals and snacks in the office

• A consultative selling style, with evidence that customers treat you as an advisor rather than a vendor
• A track record of expanding existing accounts: you have carried a growth or expansion number and understand how commits, credits and usage curves work
• 5+ years of quota-carrying experience in consumption or usage-based sales at a cloud provider, infrastructure, data platform or developer tools company
• Fluency in English; additional European languages are a plus
• 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
• Experience selling to early- and growth-stage startups and comfort with the pace and informality of founder-led companies
• Existing relationships in the European startup, VC or accelerator ecosystem
• Minimum education: Bachelor’s degree or an equivalent combination of education, training, and/or experience
• A history of describing wins by what the customer built rather than the size of the deal
• Time inside a startup, not just selling to them
• Hands-on experience building with LLMs, even on side projects
• We encourage you to apply even if you do not believe you meet every single qualification