Greenhouse ·
full-timeHead Of Digital Natives & Startups, ANZ
Anthropic · Sydney, Australia
Anthropic is a research‑focused company that builds reliable, interpretable and steerable AI systems, most notably the Claude family of language models. The Head of Digital Natives & Startups for Australia and New Zealand will lead the go‑to‑market effort targeting fast‑growing, AI‑forward startups and digital native businesses across the ANZ region. Day‑to‑day responsibilities include defining the segment strategy, building and managing a sales team, owning pipeline and consumption‑based targets, and creating repeatable motions from early‑stage founders to scaled companies. The role requires close collaboration with Product, Partnerships, Marketing and Customer Success to adapt offerings and messaging for local customers, while also representing ANZ priorities to global leadership. Candidates should have extensive technology sales experience in the ANZ market, a proven track record of leading and growing sales teams in the startup or digital native space, and strong connections within the local ecosystem of founders, investors, accelerators and developer communities. Experience with consumption‑based or usage‑based SaaS models and the ability to explain technical products to both technical and business audiences are essential.
About Anthropic Anthropic’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. About the role We are seeking a Head of Digital Natives & Startups, ANZ to build and lead Anthropic's go-to-market motion for digital native businesses and startups across Australia and New Zealand. You will grow a team that wins and expands the region's fastest-moving, AI-forward companies, driving consumption of Claude directly and through our cloud partners. You will set the segment strategy, hire and develop the team, and work closely with Product, Partnerships and Marketing to turn ANZ builders into long-term customers. This is a chance to shape how one of the world's most dynamic startup ecosystems adopts frontier AI, while representing ANZ's priorities to our global leadership. Key responsibilities Define and execute the ANZ go-to-market strategy for Digital Natives and Startups, covering both new customer acquisition and growth within existing accounts Build, hire and lead a high-performing sales team across Australia and New Zealand, with clear targets, regular coaching and defined career paths Own pipeline, forecast and consumption targets for the segment, running a consumption-based sales motion Build a repeatable motion across the customer lifecycle, from early-stage founders to scaled, high-growth digital natives Develop strong relationships across the ANZ startup ecosystem, including founders, venture investors, accelerators and developer communities Partner with cloud providers and our Partnerships team to co-sell and extend our reach in the segment Collaborate with Product, Marketing, Solutions and Customer Success to adapt our offering and messaging for ANZ, and bring customer feedback back to the business Represent ANZ priorities to regional and global leadership, and keep local execution aligned with global strategy Act as an executive sponsor for key customers and communicate Anthropic's trust and safety principles with credibility Minimum qualifications 15+ years of overall experience selling technology products to enterprise organisations across ANZ market 5+ years of people management experience leading sales teams in the digital native and/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 Track record across both customer acquisition and account growth Strong network and credibility in the ANZ startup and digital native ecosystem Ability to explain technical products clearly to founders, engineers and executives Preferred qualifications Background at Google, AWS or a similar cloud or SaaS company Experience selling AI, machine learning or developer-focused products Experience co-selling with cloud partners and working with channel Experience hiring and scaling a team through rapid growth Familiarity with the ANZ regulatory and data-privacy landscape Logistics Minimum education: Bachelor’s degree or an equivalent combination of education, training, and/or experience Required field of study: A field relevant to the role as demonstrated through coursework, training, or professional experience Minimum years of experience: Years of experience required will correlate with the internal job level requirements for the position Location-based hybrid policy: 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. Visa sponsorship: 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. We encourage you to apply even if you do not believe you meet every single qualification. Not all strong candidates will meet every single qualification as listed. Research shows that people who identify as being from underrepresented groups are more prone to experiencing imposter syndrome and doubting the strength of their candidacy, so we urge you not to exclude yourself prematurely and to submit an application if you're interested in this work. We think AI systems like the ones we're building have enormous social and ethical implications. We think this makes representation even more important, and we strive to include a range of diverse perspectives on our team. Your safety matters to us. To protect yourself from potential scams, remember that Anthropic recruiters only contact you from @anthropic.com email addresses. In some cases, we may partner with vetted recruiting agencies who will identify themselves as working on behalf of Anthropic. Be cautious
| Role | Head Of Digital Natives & Startups, ANZ |
|---|---|
| Company | Anthropic |
| Location | Sydney, Australia |
| Type | full-time |
| Compensation | Not disclosed |
| Posted | 2026-10-09 |
| Deadline | Rolling |
Typical process for this type of role
A general guide — the exact steps for this specific listing may vary; check the original posting for details.
- 1ApplicationSubmit your resume through the apply link.
- 2ScreeningRecruiter reviews your background against the role.
- 3AssessmentA technical test, assignment, or coding round, depending on the role.
- 4Interview(s)One or more rounds with the hiring team.
- 5OfferOffer letter with compensation and start date.
Before you apply
0/4Head Of Digital Natives & Startups, ANZ at Anthropic: frequently asked questions
- What is the salary for this role?
- Anthropic has not stated compensation in the listing. Check the original posting or ask during the application process.
- Is the Head Of Digital Natives & Startups, ANZ position remote, hybrid or onsite?
- The listing gives Sydney, Australia as the location and does not state a work mode.
- What is the application deadline?
- Anthropic has not listed a fixed deadline, so apply early in case the opening is filled.
- How do I apply for the Head Of Digital Natives & Startups, ANZ role?
- Use the Apply button on this page. It opens the original listing on job-boards.greenhouse.io, where you submit your application with the company.
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