Responsibilities

• Define and drive the customer-side go-to-market motion for Claude Marketplace end to end, in close collaboration with sales, marketing, finance, and the partnerships team.
• Partner directly with AEs and customers in the field to drive Marketplace transaction volume, organize deals through three-way coordination (Anthropic, customer, partner), and shepherd them through procurement and legal to close.
• Build repeatable sales plays—including bundles, vertical-specific motions, and co-sell motions with Marketplace partners—and roll them out to the field through structured enablement programs.
• Design and operate customer and seller incentive programs that drive the right behaviors across the ecosystem, and iterate based on what's actually moving transaction volume.
• Own the customer-facing commercial mechanics of Marketplace transactions, including order form amendments and signing, in partnership with Legal to standardize and streamline as our underlying terms evolve.
• Partner with marketing on integrated campaigns that generate Marketplace traffic, and work with customers on traffic-generating co-marketing opportunities (case studies, joint content, customer stories).
• Be a voice of the customer and the field back into the Marketplace team, and contribute to the longer-term strategic direction of Marketplace including additional products, surfaces, and transaction types.

Requirements

• 5+ years of experience in business development, GTM strategy, sales strategy, channel development, or related commercial roles at enterprise technology companies.
• 10+ years of experience in commercial roles overall.
• Experience designing or operating a co-sell motion, partner program, or channel where you owned customer-side outcomes—building the sales plays, enablement, and incentives that drive transaction volume.
• A track record of building repeatable motions from scratch, including bundles, vertical plays, seller and customer incentives, and field enablement that translated strategy into measurable pipeline impact.
• Solid understanding of enterprise SaaS business models, platform economics, and how B2B technology ecosystems work.
• Strong customer-facing instincts and experience partnering closely with AEs through complex enterprise transactions, including procurement and legal.
• Strong strategic thinking and the ability to operate with limited structure—identifying opportunities, building a plan, and executing without a predefined playbook.
• Comfort working in a fast-moving, high-growth environment where priorities shift, and making judgment calls with incomplete information.
• 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.

Preferred

• Experience with AI/ML platform partnerships or developer ecosystem programs.
• Time at a high-growth enterprise software company during a period of rapid scale, particularly in GTM, sales strategy, or revenue operations roles.
• Familiarity with foundational AI model capabilities and how enterprises are adopting AI, with a sense for how technical capabilities translate to business value.
• Experience at a cloud hyperscaler, ISV marketplace (AWS/GCP/Azure Marketplace, Salesforce AppExchange), or platform company with a co-sell motion—you've seen how the machine works from the inside.
• Background in GTM strategy, revenue operations, or partner programs where you owned the outcomes.
• Time in a seat where you had to make a program work before the product fully supported it.

Benefits

• Anthropic is a public benefit corporation headquartered in San Francisco. We offer competitive compensation and benefits, optional equity donation matching, generous vacation and parental leave, flexible working hours, and a lovely office space in which to collaborate with colleagues.