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the company’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.

As the Manager, Startup Partnerships at the company, you'll lead a high-performing and technical team of startup partners focused on driving adoption of the company's AI solutions across the startup landscape while ensuring responsible AI deployment. As a leadership role on the startups GTM team, you will lead a multi-functional team working across accelerators, incubators, and ecosystem partners across mature and emerging markets. The team’s goal is to obsess over winning day-zero founders globally and expand our customer base to ensure every new AI startup chooses to build on Claude.

You will be instrumental in establishing the company's presence in the global startup ecosystem, driving pipeline and new logos to startup sales across multiple regions. This role requires someone who thrives in ambiguity, can build from the ground up in new markets, and is driven to deliver exceptional results.

• Experience managing P&L and hitting aggressive growth targets in fast-paced environments

• Build and lead a high-performing, geographically distributed team of startup partners capable of influencing at senior decision-makers and GPs within accelerator, and partner organizations

• Work with cross functional teams across sales, marketing, product & data science

• Recruit, develop, and retain exceptional talent across multiple regions and cultures. Create a unified, results-oriented culture across geographies that attracts top talent and delivers outstanding outcomes to customers and the business.

• Lead multi-threaded partner coverage across Accelerators, and Ecosystem Partners

• Work with partners to establish Claude as the AI platform of choice across global startup markets

• Create a framework and plan for scaled initiatives to help ensure early stage founders are choosing to build on Claude.

• Support the initiation and development of strategic relationships with global and regional partners

• Adapt partnership models and GTM approaches to local market dynamics, regulatory environments, and cultural nuances

• Navigate complex environments including regulatory, compliance, and data sovereignty considerations

• 12+ years experience building and scaling partner ecosystems across multiple international geographies with demonstrable evidence of driving substantial revenue and P&L management

• 5+ years management experience leading and scaling high-performing partnership teams

• Deep experience operating across multiple geographies with understanding of local business practices, cultural nuances, and market dynamics

• Strong background in enterprise technology sales internationally, ideally within cloud, AI/ML, or platform businesses

• Executive presence with the ability to influence and build relationships at C-suite level across diverse cultures

• Collaborative approach with ability to work cross-functionally across sales, product, marketing, and regional teams

• Experience specifically within AI/ML or frontier technology companies

• Established relationships with major global VCs, accelerators, and startup ecosystems (YC, a16z, Sequoia, etc.)

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:

$300,000—$365,000 USD

Bachelor’s degree or an equivalent combination of education, training, and/or experience

A field relevant to the role as demonstrated through coursework, training, or professional experience

Years of experience required will correlate with the internal job level requirements for the position

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.

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.

Your safety matters to us.

To protect yourself from potential scams, remember that the company recruiters only contact you from@the company.comemail addresses. In some cases, we may partner with vetted recruiting agencies who will identify themselves as working on behalf of the company. Be cautious of emails from other domains. Legitimate the company recruiters will never ask for money, fees, or banking information before your first day. If you're ever unsure about a communication, don't click any links—visitthe company.com/careersdirectly for confirmed position openings.

We believe that the highest-impact AI research will be big science. At the company we work as a single cohesive team on just a few large-scale research efforts. And we value impact — advancing our long-term goals of steerable, trustworthy AI — rather than work on smaller and more specific puzzles. We view AI research as an empirical science, which has as much in common with physics and biology as with traditional efforts in computer science. We’re an extremely collaborative group, and we host frequent research discussions to ensure that we are pursuing the highest-impact work at any given time. As such, we greatly value communication skills.

The easiest way to understand our research directions is to read our recent research. This research continues many of the directions our team worked on prior to the company, including: GPT-3, Circuit-Based Interpr