Demand Lead, Claude Marketplace

Anthropics 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.

Were looking for a Demand Lead to drive customer-side growth for Claude Marketplace. Marketplace connects Claude-powered enterprise tools through technology partnerships and deeper customer relationships and we need to build the commercial motion alongside the product to be this role youll define how customers discover evaluate and transact through Marketplaceand youll build the sales plays enablement and incentives that make it a repeatable motion across our field organization.

This role sits at the intersection of GTM strategy sales enablement and customer-facing business development. Youll work hands-on with AEs and customers in the field to drive Marketplace transactions then translate what you learn into the playbooks bundles and incentive structures that let the motion scale. Its a great fit for someone who enjoys building from the ground up navigating ambiguity and thinking creatively about how to spin a flywheel.

• 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 playsincluding bundles vertical-specific motions and co-sell motions with Marketplace partnersand 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 whats 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

• 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 outcomesbuilding 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 structureidentifying 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

• 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 motionyouve 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

Minimum education: Bachelors 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 arent 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 youre interested in this work. We think AI systems like the ones were 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.

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We believe that the highest-impact AI research will be big science. At Anthropic we work as a single cohesive team on just a few large-scale research efforts. And we value impact advancing our long-term goals of steerable trustworthy AI rather than work on smaller and more specific puzzles. We view AI research as an empirical science which has as much in common with physics and biology as with traditional efforts in computer science. Were an extremely collaborative group and we host frequent research discussions to ensure that we are pursuing the highest-impact work at any given time. As such we greatly value communication skills.

The easiest way to understand our research directions is to read our recent research. This research continues many of the directions our team worked on prior to Anthropic including: GPT-3 Circuit-Based Interpretability Multimodal Neurons Scaling Laws AI & Compute Concrete Problems in AI Safety and Learning from Human Preferences.

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. Guidance on Candidates AI Usage:Learn aboutour policy for using AI in our application process.