Business Development Manager - Strategic Technology Partnerships

Anthropic is seeking a strategic Business Development Manager to forge transformational partnerships with enterprise technology companies, driving significant revenue growth. This role focuses on high-impact relationships with AI platforms and key SaaS companies, architecting novel deal structures beyond traditional API integrations. You will create first-of-kind deals involving product partnerships, new business models, and joint go-to-market strategies, navigating complex negotiations to scale Claude's distribution and stickiness across enterprise technology stacks.

Must Have

• Drive breakthrough AI Platform partnerships
• Negotiate complex deals involving novel commercial structures, product innovation, and data sharing
• Structure partnerships with enterprise SaaS leaders to embed Claude into workflows
• Design and validate new commercial models tailored to platform economics
• Cultivate senior-level relationships with C-suite executives and business development leaders
• Collaborate with Sales, Product, Marketing, Finance, and Legal teams
• 8+ years of experience in strategic business development or similar roles at enterprise technology companies
• Proven track record of structuring and closing innovative deals
• Deep understanding of enterprise SaaS business models, platform economics, and B2B technology ecosystems
• Experience directly leading negotiations on complex, multi-stakeholder deals
• Ability to earn trust with senior leaders
• Strong strategic thinking capabilities and ability to navigate ambiguity
• Entrepreneurial mindset with comfort operating in high-trust, high-growth environments

Good to Have

• Experience with AI/ML platform partnerships
• Background in corporate development or strategy consulting
• Previous experience at high-growth enterprise software companies during rapid scale
• Understanding of foundational AI model capabilities and enterprise AI adoption patterns
• Track record of building and scaling new business models in B2B technology environments

Perks & Benefits

• Competitive compensation and benefits
• Optional equity donation matching
• Generous vacation and parental leave
• Flexible working hours
• Lovely office space in which to collaborate with colleagues

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

We're seeking a strategic business development leader to drive transformational partnerships with enterprise technology companies that can unlock massive revenue growth for Anthropic. This role focuses on developing high impact relationships with priority technology partners including AI platforms and key SaaS companies. You'll architect and negotiate novel deal structures that go beyond traditional API integrations, creating first-of-kind deals involving product partnerships, new business models, and joint go-to-market strategies. This is a highly strategic and creative role requiring the ability to navigate complex, multi-stakeholder negotiations while inventing new ways to scale Claude's distribution and stickiness across enterprise technology stacks. This role combines strategic thinking with relentless execution — a dealmaker who can look around corners, move fast, and drive real commercial impact.

Responsibilities:

• Drive breakthrough AI Platform partnerships: Lead negotiations with major AI platforms to evolve beyond simple integrations toward transformational business models
• Negotiate complex deals: Lead end-to-end deal negotiations involving novel commercial structures, product innovation terms, data sharing, and multi-faceted value exchanges
• Power enterprise SaaS distribution: Structure partnerships with enterprise SaaS leaders to deeply embed Claude into enterprise workflows and develop joint go-to-market strategies that amplify mutual success
• Invent scalable business models: Design and validate new commercial models tailored to platform economics while ensuring alignment with Anthropic's strategic objectives and revenue targets
• Build executive relationships: Cultivate senior-level relationships with C-suite executives and business development leaders
• Drive cross-functional execution: Collaborate with Sales, Product, Marketing, Finance and Legal teams to drive cross-deal insights, set strategies, and structure deals with complex technical, commercial, and go-to-market components

You may be a good fit if you have:

• 8+ years of experience in strategic business development, strategic partnerships, corporate development, or strategic commercial roles at enterprise technology companies
• Proven track record of structuring and closing innovative deals involving joint go-to-market, product partnerships, revenue sharing, marketplace models, co-innovation, or other non-standard commercial structures
• Deep understanding of enterprise SaaS business models, platform economics, and B2B technology ecosystems
• Experience directly leading negotiations on complex, multi-stakeholder deals with senior executives, including structuring terms that balance competitive dynamics with mutual value creation
• Ability to earn trust with senior leaders internally and externally
• Strong strategic thinking capabilities with the ability to navigate significant ambiguity, identify and capitalize on transformational opportunities, and execute in fast-moving environments
• Entrepreneurial mindset with comfort operating in a high-trust, high-growth environment where you'll need to invent new approaches and playbooks

Strong candidates may also have:

• Experience with AI/ML platform partnerships
• Background in corporate development or strategy consulting with experience evaluating and structuring transformational deals
• Previous experience at high-growth enterprise software companies during periods of rapid scale, particularly in roles involving platform partnerships or ecosystem development
• Understanding of foundational AI model capabilities and enterprise AI adoption patterns, with insight into how technical capabilities translate to business value
• Track record of building and scaling new business models from concept through execution, particularly in B2B technology environments

The expected base compensation for this position is below. Our total compensation package for full-time employees includes equity, benefits, and may include incentive compensation.

Annual Salary:

$1 - $2 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.

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. 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