Enterprise Account Executive - Digital Native Business

About the Role

As Anthropic's first Enterprise Account Executive for Digital Native Business (DNB) in India, this role is foundational to the company's GTM expansion in a rapidly growing technology market. The individual will drive adoption of frontier AI by securing strategic deals with leading Indian digital-native companies, from startups to unicorns, thereby unlocking new value streams. This pioneering role requires consultative sales expertise to propel revenue growth and establish trust as a partner, helping customers embed and deploy AI and uncover its full capabilities. The Account Executive will shape India's market strategy, establishing best practices and go-to-market approaches that can scale. Collaboration with GTM, product, and marketing teams will be essential to refine value propositions, sales methodologies, and market positioning for differentiated value in the Indian technology landscape. The ideal candidate is passionate about developing new market segments, identifying high-potential opportunities, and executing strategies to capture them, building the foundation for long-term regional success while advancing ethical AI development.

Responsibilities

• Win new business and drive revenue for Anthropic in India. Find your way to the right people at prospective digital-native customers, educate them about LLMs, and help them succeed with Anthropic. You'll own the full sales cycle, from first outbound to launch
• Design and execute innovative sales strategies tailored to the India market to meet and exceed revenue quotas. Analyze market landscapes, trends, and dynamics specific to Indian digital-native businesses to translate high-level plans into targeted sales activities, partnerships, and campaigns
• Spearhead market expansion by pinpointing new customer segments and use cases within India's thriving startup and scale-up ecosystem. Collaborate cross-functionally to differentiate our offerings and sustain a competitive edge in the region
• Establish foundational go-to-market practices as a first mover in the India market, creating playbooks and frameworks that will scale with our growing team
• Inform product roadmaps and features by gathering customer feedback and conveying market needs specific to Indian enterprises. Provide insights that strengthen our value proposition and enhance the customer experience in the region
• Continuously refine the sales methodology by incorporating learnings into playbooks, templates, and best practices. Identify process improvements that optimize sales productivity and consistency as we build our India presence
• Serve as a market expert on India's digital-native business landscape, providing strategic insights to global leadership on regional trends, competitive dynamics, and growth opportunities

Requirements

• 10+ years of enterprise sales experience driving adoption of emerging technologies with digital-native businesses in India, with a consultative, solutions-oriented sales approach
• Deep understanding of India's startup and scale-up ecosystem, including familiarity with leading digital-native companies across sectors such as fintech, e-commerce, SaaS, edtech, and more
• A track record of managing complex sales cycles and securing strategic deals by understanding multifaceted technical requirements and crafting tailored solutions
• Demonstrated ability to navigate dynamic stakeholder ecosystems, building consensus and providing innovative solutions to disparate groups across technical and business functions
• Extensive experience negotiating highly complex, customized commercial agreements with multiple stakeholders in the Indian market context
• Proven experience exceeding revenue targets in fast-paced organizations by effectively managing an evolving pipeline and sales process
• Excellent communication skills and the ability to present confidently and build connections across all customer levels, from ICs to C-level executives, with cultural fluency in Indian business contexts
• Entrepreneurial mindset and comfort with ambiguity as a founding team member—you thrive in early-stage environments where you're building processes and strategies from scratch
• A knack for bringing order to chaos and an enthusiastic "roll up your sleeves" mentality. You are a true team player who embraces the opportunity to shape our India market entry
• A strategic, analytical approach to assessing markets combined with creative, tactical execution to capture opportunities
• A passion for and/or experience with advanced AI systems. You feel strongly about ensuring frontier AI systems are developed safely
• Bachelor's degree in a related field or equivalent experience

Qualifications

None explicitly listed as "strong candidates may also have", but the description highlights the entrepreneurial mindset and passion for AI as key for founding team member.