Head of Partner Sales

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

As the Head Partner Sales for Systems Integrators at Anthropic, you'll lead the Partner Sales team responsible for developing trusted relationships with internal sales stakeholders in partnership with Anthropic’s ecosystem of GSI’s. This is a player-coach role at an early stage of our partner motion, which means you'll both lead your team and roll up your sleeves on key relationships and deals.

You'll be responsible for the commercial success of your team's partner portfolio, setting the strategic direction for how we engage and grow our SI partners, and developing the next generation of partner sales talent at Anthropic. You'll work closely with Sales, Solutions Architecture, Customer Success, and Product to ensure our partners are equipped to win — and to deliver transformative AI solutions for their clients.

Responsibilities:

• Lead, coach, and develop a team of Partner Salespeople, helping them build the skills to manage complex SI relationships and drive partner-sourced and partner-influenced revenue

• Own your team's revenue targets and pipeline health, ensuring consistent execution across the portfolio of assigned SI partners

• Set the strategic direction for how your team engages with global and regional integrators, including joint go-to-market planning, target account alignment, and deal strategy

• Serve as an executive-level point of contact with senior stakeholders at key SI partners, modeling the kind of strategic relationships you want your team to build

• Work cross-functionally with Sales, Solutions Architecture, and Customer Success to support deal progression and ensure partners have the resources they need to close and deliver

• Partner with enablement and program teams to ensure your team has access to the materials, training, and tools they need to succeed

• Contribute to the development of partner sales playbooks, processes, and best practices as we scale the function

• Surface insights from your team's partner interactions to inform product roadmap decisions and broader go-to-market strategy

• Support recruiting efforts to grow the team, including designing interview processes and evaluating candidates

You may be a good fit if you have:

• 5+ years of experience managing partner sales or channel sales teams, with a track record of developing strong individual contributors

• 10+ years of overall experience in partner sales, business development, or enterprise sales at a technology company

• Demonstrated success driving revenue through Systems Integrators, global consulting firms, or similar enterprise-focused partners

• Strong commercial instincts — you're comfortable structuring deals, negotiating agreements, and guiding your team through complex, multi-stakeholder sales cycles

• Experience building or refining partner sales processes in a fast-moving, early-stage environment

• Outstanding communication and relationship-building skills across all levels, from partner practitioners to C-suite executives

• A genuine enjoyment of people management — you find meaning in coaching others and invest in your team's growth

• Comfort with ambiguity and a roll-up-your-sleeves approach to creating structure where it doesn't yet exist

• Willingness to travel to support partner relationships and joint customer engagements

• A passion for AI and a genuine interest in ensuring advanced AI systems are developed safely and responsibly

Strong candidates may also have:

• Experience in AI, cloud platforms, or other high-growth technology categories where partner enablement and technical differentiation are central to the sales motion

• A background working at or closely with major Systems Integrators or global consulting firms, giving you firsthand understanding of how they operate and make decisions

• Experience managing partner sales teams across multiple geographies and cultures

• Familiarity with consumption-based or API-first business models and how they shape partner economics

• A track record of building or formalizing a partner sales function from an early stage

The annual compensation range for this role is listed below.

For sales roles, the range provided is the role’s On Target Earnings ("OTE") range, meaning that the range includes both the sales commissions/sales bonuses target and annual base salary for the role.

Annual Salary:
$355,000—$425,000 USD

Logistics

Education requirements: We require at least a Bachelor's degree in a related field or equivalent experience.

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 of emails from other domains. Legitimate Anthropic recruiters will never ask for money, fees, or banking information before your first day. If you're ever unsure about a communication, don't click any links—visit anthropic.com/careers directly for confirmed position openings.

How we're different

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. We're 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.

Come work with us!

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 about our policy for using AI in our application process