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 Recent 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

Solid 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.

V

📌 Head of Digital Natives (Sydney)
🏢 EngineersOfAI
📍 Sydney