Account Executive - DNB
About the role
We are seeking an Enterprise Account Executive to serve as a founding member of our go-to-market expansion into Southeast Asia, based in Singapore. You will drive adoption of safe, frontier AI by securing strategic deals with the region's leading digital-native companies—from high-growth startups to established unicorns and super-apps—across Singapore, Indonesia, Vietnam, Thailand, Malaysia, and the Philippines. Owning the full sales cycle from first outbound to launch, you'll act as a trusted partner to customers as they embed Claude into their products and operations. As a first mover in ASEAN, you'll shape our regional strategy from the ground up, building the playbooks and market insight that will scale as our team grows.
Key responsibilities
Win new business and drive revenue for Anthropic across ASEAN, owning the full sales cycle from prospecting through deployment with digital-native customers
Design and execute sales strategies tailored to the region's distinct markets, accounting for differences in market maturity, regulatory environment, language, and buying behaviour across Southeast Asian countries
Spearhead market expansion by identifying high-potential customer segments and use cases within the region's startup and scale-up ecosystem, including fintech, e-commerce, super-apps, gaming, SaaS, and logistics
Establish foundational go-to-market practices as a first mover in ASEAN, creating playbooks, templates, and frameworks that scale with the team
Inform product roadmaps by gathering customer feedback and conveying market needs specific to Southeast Asian enterprises, including multilingual and localisation requirements
Collaborate with cross-functional partners in product, marketing, solutions, and partnerships—including regional cloud and channel partners—to differentiate our offerings and sustain a competitive edge
Serve as a market expert on ASEAN's digital-native landscape, providing strategic insight to global leadership on regional trends, competitive dynamics, and growth opportunities
Minimum qualifications
12+ years of enterprise sales experience driving adoption of emerging technologies with digital-native businesses in Southeast Asia, with a consultative, solutions-oriented approach
Deep understanding of the ASEAN startup and scale-up ecosystem, including familiarity with leading digital-native companies across multiple markets in the region
Track record of managing complex, multi-stakeholder sales cycles and closing strategic deals by translating multifaceted technical requirements into tailored solutions
Proven experience exceeding revenue targets in fast-paced organisations while managing an evolving pipeline and sales process
Extensive experience negotiating complex, customised commercial agreements in Southeast Asian market contexts
Excellent communication and presentation skills, with the ability to build relationships from ICs to C-level executives and cultural fluency across ASEAN business environments
Entrepreneurial mindset and comfort with ambiguity as a founding team member building processes and strategy from scratch
Bachelor's degree in a related field or equivalent experience
Preferred qualifications
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