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Head of Digital Natives & Startups, ANZ

Anthropic· Sales
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Sydney, AustraliaFull-timePosted 1w ago

About the role

Lead Anthropic's go-to-market for digital native businesses and startups in Australia and New Zealand. Build and lead a sales team, define segment strategy, drive consumption of Claude, and align with Product, Partnerships, and Marketing to convert ANZ builders into long-term customers.

Responsibilities

  • Define and execute the ANZ go-to-market strategy for Digital Natives and Startups, covering both new customer acquisition and growth within existing accounts
  • Build, hire and lead a high-performing sales team across Australia and New Zealand, with clear targets, regular coaching and defined career paths
  • Own pipeline, forecast and consumption targets for the segment, running a consumption-based sales motion
  • Build a repeatable motion across the customer lifecycle, from early-stage founders to scaled, high-growth digital natives
  • Develop strong relationships across the ANZ startup ecosystem, including founders, venture investors, accelerators and developer communities
  • Partner with cloud providers and our Partnerships team to co-sell and extend our reach in the segment
  • Collaborate with Product, Marketing, Solutions and Customer Success to adapt our offering and messaging for ANZ, and bring customer feedback back to the business
  • Represent ANZ priorities to regional and global leadership, and keep local execution aligned with global strategy
  • Act as an executive sponsor for key customers and communicate Anthropic's trust and safety principles with credibility

Qualifications

  • 15+ years of overall experience selling technology products to enterprise organisations 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, such as 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

Skills

Required:Go-to-market strategySales leadershipConsumption-based sales

Benefits

  • Competitive compensation and benefits
  • optional equity donation matching
  • generous vacation and parental leave
  • flexible working hours
  • lovely office space for collaboration
Last updated Oct 14, 2026. Interested? Apply on the company site.

About Anthropic

building reliable, interpretable, and steerable AI systems

Anthropic is an AI safety and research company that's working to build reliable, interpretable, and steerable AI systems.

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