Manager, Startup Account Executive
Lead a team of account executives to drive AI solution adoption in the startup ecosystem. Requires 10+ years in consultative tech sales, 5+ years leading teams, and deep startup ecosystem knowledge.
Responsibilities:
- Build and lead a team of Startup Account Executives, implementing the broader startup ecosystem strategy through effective sales execution and team development
- Design and execute regional or segment-specific sales strategies aligned with company-wide startup initiatives
- Develop and optimize sales processes that enable scalable startup engagement, from seed stage through hypergrowth, while maintaining high standards of responsible AI deployment
- Partner with other startup ecosystem team leads across partnerships, developer relations, and account management to ensure coordinated execution of startup programs
- Create and implement sales enablement programs that help your team effectively articulate Anthropic's value proposition to technical and non-technical startup stakeholders
- Drive revenue growth through strategic pipeline development, territory planning, and resource allocation while maintaining forecast accuracy
- Provide market intelligence and customer feedback to inform product roadmap and startup program development
You may be a good fit if you have:
- 10+ years of experience driving adoption of emerging technologies with a consultative, solutions-oriented sales approach, with 5+ years leading sales teams
- Deep understanding of the startup ecosystem and experience working with high-growth technology companies at various stages
- Track record of exceeding team revenue targets and successfully scaling startup sales organizations in emerging technology markets
- Experience building relationships with startup ecosystem players including accelerators, incubators, and venture capital firms
- Strong analytical skills with the ability to use data to inform strategy, forecast accurately, and make evidence-based decisions about pipeline and territory management
- Excellence in cross-functional collaboration and ability to align sales execution with broader ecosystem initiatives
- Proven ability to recruit, develop, and retain top sales talent while building an inclusive team culture
- Passion for emerging technologies like AI, with particular interest in ensuring they are developed safely and responsibly
Annual Salary (OTE): $360,000 - $360,000 USD
Education requirements: At least a Bachelor's degree in a related field or equivalent experience.
Key Account Director
Lead growth and expansion within Postman's most strategic enterprise accounts by engaging senior technology leaders and driving multi-million dollar platform adoption. Requires 10-15 years of enterprise sales experience selling technical SaaS or platform products.
Enterprise Account Executive
Enterprise Account Executive selling Rippling's HR/IT/Finance platform to companies up to 1000 employees. Manages full sales cycle from pipeline generation through close using MEDDPICC methodology.
Enterprise Account Executive - Named Accounts
Own and grow strategic enterprise accounts at Plaid, leading complex sales cycles and closing major deals with large North American companies. Requires 9+ years quota-carrying experience including 4+ years in enterprise sales.