Enterprise Account Executive - Digital Native Business

The shape of it

In the posting’s own words

As one of Anthropic's founding Enterprise Account Executive for Digital Native Business (DNB) in India , you'll be a member of our GTM expansion into one of the world's most dynamic and rapidly growing technology markets. You'll drive adoption of safe, frontier AI by securing strategic deals with India's leading digital-native companies—from high-growth startups to established unicorns—unlocking new value streams throughout their businesses.

What it asks for · 11

• 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

Also a plus

• Experience selling AI/ML, developer platforms, cloud, or API-based products to technical buyers
• Existing relationships with founders, CTOs, and product leaders at prominent Southeast Asian technology companies
• Experience working with hyperscaler or channel partners to co-sell into regional accounts
• Working proficiency in a Southeast Asian language in addition to English (e.g. Bahasa Indonesia, Vietnamese, Thai)
• Experience establishing a new market or region for a high-growth technology company
• A passion for and/or experience with advanced AI systems, and a strong interest in ensuring frontier AI is developed safely

What the job covers

• 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

Tools and skills named

Words the posting leans on

• market23×
• india22×
• sales20×
• experience14×
• customer11×
• digital-native11×
• business9×
• indian9×
• dynamics7×
• india market7×
• region7×
• revenue7×
• strategic7×
• enterprise6×
• product6×
• build5×

Counted from the posting after the mission statement and the legal notices are set aside. The ones near the top are the ones a screener is looking for.

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