Head of Digital Natives & Startups in Sydney

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

We are seeking a Head of Digital Natives & Startups, ANZ to build and lead Anthropic's go-to-market motion for digital native businesses and startups across Australia and New Zealand. You will grow a team that wins and expands the region's fastest-moving, AI-forward companies, driving consumption of Claude directly and through our cloud partners. You will set the segment strategy, hire and develop the team, and work closely with Product, Partnerships and Marketing to turn ANZ builders into long-term customers. This is a chance to shape how one of the world's most dynamic startup ecosystems adopts frontier AI, while representing ANZ's priorities to our global leadership.

Key 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.

Minimum 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.

Preferred qualifications

• Background at Google, AWS or a similar cloud or SaaS company.
• Experience selling AI, machine learning or developer-focused products.
• Experience co-selling with cloud partners and working with channel.
• Experience hiring and scaling a team through rapid growth.
• Familiarity with the ANZ regulatory and data-privacy landscape.

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.