Head of Digital Natives & Startups, ANZ

Anthropic · Sydney, Australia · Sales · listed October 9, 2026

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The shape of it

Seniority

Manager

Experience asked

5–15 years

Where

Hybrid

Requirements listed

Length

1,003 words

In the posting’s own words

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.

What it asks for · 7

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

Also a plus

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

What the job covers

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

Tools and skills named

Go to market

Go-to-market2×
Partnerships2×
SaaS2×
Customer success

Cloud & infra

Models & research

Machine learning

Security & compliance

Regulatory

Ways of working

Mentorship

Words the posting leans on

anz10×
customer7×
startup7×
digital6×
experience6×
native6×
cloud5×
products5×
sales4×
segment4×
australia3×
build3×
digital native3×
digital natives3×
ecosystem3×
founders3×

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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