Growth Account Executive, Startups

About the role

Anthropic's EMEA Startups team works with the companies building AI-native products on Claude, from Seed through Series B and beyond. The Growth Account Executive owns a portfolio of startups that are already building on Claude and is responsible for growing that relationship: deepening Claude's role in the customer's product, structuring the commercial agreements that support their scale, and defending the account as the competitive landscape shifts.

This is a consultative role. Native AI companies move fast, change direction often, and make decisions on technical merit. Earning a seat at the table means building real relationships with founders and technical leaders, understanding their product and roadmap as well as they do, and helping them build on the frontier — bringing them the latest models and capabilities early, showing them what's possible, and turning that into adoption. Commercial outcomes follow from that trust.

You work closely with our Applied AI (AAI) team, who bring deep technical partnership to our highest-potential accounts, but you are expected to understand what each customer is building and identify the next use case yourself. Helping customers build on the frontier is part of this job, not something you hand off.

Responsibilities

• Own a portfolio of high-potential AI-native startups across EMEA, with full accountability for revenue growth and retention

• Build long-term, trusted relationships with founders, CTOs and technical leads, acting as their advisor on how to build with Claude

• Help customers build on the frontier: bring new model releases and capabilities to them early, work through where they apply, and drive adoption into the core of the product

• Develop use cases: understand each customer's product and roadmap, identify where Claude can go deeper, and make it happen

• Structure, size and time usage-based commitments, including multi-surface agreements across the Claude API, Claude Code and Claude for Work

• Navigate competitive pressure, including aggressive discounting, with a clear point of view on value rather than price

• Partner with the Applied AI team on technical strategy for your accounts and coordinate their involvement where it creates the most leverage

• Build and maintain relationships across the EMEA VC and accelerator ecosystem to source and qualify pipeline

• Bring structured feedback from your portfolio to Product and Go-to-Market leadership

You may be a good fit if you have

• 5+ years of quota-carrying experience in consumption or usage-based sales at a cloud provider, infrastructure, data platform or developer tools company

• A track record of expanding existing accounts: you have carried a growth or expansion number and understand how commits, credits and usage curves work

• A consultative selling style, with evidence that customers treat you as an advisor rather than a vendor

• Experience selling to early- and growth-stage startups and comfort with the pace and informality of founder-led companies

• Enough technical depth to hold a credible conversation with a CTO about APIs, model selection and AI product architecture, and to recognise where a new capability fits

• Existing relationships in the European startup, VC or accelerator ecosystem

• Fluency in English; additional European languages are a plus

Strong candidates often have

• Time inside a startup, not just selling to them

• Hands-on experience building with LLMs, even on side projects

• A history of describing wins by what the customer built rather than the size of the deal