Head of Digital Natives & Startups, ANZ

About the role

Anthropic is looking for a senior leader to build and run its go‑to‑market motion for digital native businesses and startups across Australia and New Zealand. You will shape the strategy, grow a high‑performing sales team and drive consumption of Anthropic’s Claude model through direct sales and cloud partners.

Key responsibilities

• Define and execute the ANZ go‑to‑market strategy for digital natives and startups, covering acquisition and growth.
• Hire, coach and lead a sales team across Australia and New Zealand, setting clear targets and career paths.
• Own pipeline, forecast and consumption targets, running a consumption‑based sales motion.
• Build repeatable processes across the customer lifecycle, from early‑stage founders to scaled high‑growth companies.
• Develop strong relationships with founders, venture investors, accelerators and developer communities.
• Partner with cloud providers and internal Partnerships to co‑sell and extend reach.
• Collaborate with Product, Marketing, Solutions and Customer Success to adapt offerings and bring feedback to the business.

Required profile

• 15+ years of experience selling technology products to enterprise organisations in the ANZ market.
• 5+ years of people‑management experience leading sales teams in the digital native 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.
• Strong network and credibility in the ANZ startup and digital native ecosystem.
• Ability to explain technical products clearly to founders, engineers and executives.

Required skills

• Consumption‑based technology sales (cloud, API, usage‑based SaaS).
• AI and machine‑learning product knowledge.
• Developer‑focused product experience.
• Co‑selling with cloud partners.
• Understanding of ANZ regulatory and data‑privacy landscape.