Enterprise Account Executive - Digital Native Business
About the role
As one of Anthropic's founding Enterprise Account Executive for Digital Native Business (DNB) in India, you'll be a member of our GTM expansion into one of the world's most dynamic and rapidly growing technology markets. You'll drive adoption of safe, frontier AI by securing strategic deals with India's leading digital-native companies—from high-growth startups to established unicorns—unlocking new value streams throughout their businesses.
In this pioneering role, you'll leverage your consultative sales expertise to propel revenue growth while becoming a trusted partner to customers, helping them embed and deploy AI while uncovering its full range of capabilities. You'll have the unique opportunity to shape our India market strategy from the ground up, establishing best practices and go-to-market approaches that will scale as we grow.
In collaboration with GTM, product, and marketing teams across regions, you'll continuously refine our value proposition, sales methodology, and market positioning to ensure differentiated value in the Indian technology landscape.
The ideal candidate will have a passion for developing new market segments, pinpointing high-potential opportunities, and executing strategies to capture them. As a founding team member in India, you'll build the foundation for our long-term success in the region while driving deployment of Anthropic's emerging products to help enterprises obtain new capabilities and advance the ethical development of AI.
Key responsibilities
Win new business and drive revenue for Anthropic in India. Find your way to the right people at prospective digital-native customers, educate them about LLMs, and help them succeed with Anthropic. You'll own the full sales cycle, from first outbound to launch
Design and execute innovative sales strategies tailored to the India market to meet and exceed revenue quotas. Analyze market landscapes, trends, and dynamics specific to Indian digital-native businesses to translate high-level plans into targeted sales activities, partnerships, and campaigns
Spearhead market expansion by pinpointing new customer segments and use cases within India's thriving startup and scale-up ecosystem. Collaborate cross-functionally to differentiate our offerings and sustain a competitive edge in the region
Establish foundational go-to-market practices as a first mover in the India market, creating playbooks and frameworks that will scale with our growing team
Inform product roadmaps and features by gathering customer feedback and conveying market needs specific to Indian enterprises. Provide insights that strengthen our value proposition and enhance the customer experience in the region
Continuously refine the sales methodology by incorporating learnings into playbooks, templates, and best practices. Identify process improvements that optimize sales productivity and consistency as we build our India presence
Serve as a market expert on India's digital-native business landscape, providing strategic insights to global leadership on regional trends, competitive dynamics, and growth opportunities
Minimum qualifications
10+ years of enterprise sales experience driving adoption of emerging technologies with digital-native businesses in India, with a consultative, solutions-oriented sales approach
Deep understanding of India's startup and scale-up ecosystem, including familiarity with leading digital-native companies across sectors such as fintech, e-commerce, SaaS, edtech, and more
A track record of managing complex sales cycles and securing strategic deals by understanding multifaceted technical requirements and crafting tailored solutions
Demonstrated ability to navigate dynamic stakeholder ecosystems, building consensus and providing innovative solutions to disparate groups across technical and business functions
Extensive experience negotiating highly complex, customized commercial agreements with multiple stakeholders in the Indian market context
Proven experience exceeding revenue targets in fast-paced organizations by effectively managing an evolving pipeline and sales process
Excellent communication skills and the ability to present confidently and build connections across all customer levels, from ICs to C-level executives, with cultural fluency in Indian business contexts
Entrepreneurial mindset and comfort with ambiguity as a founding team member—you thrive in early-stage environments where you're building processes and strategies from scratch
A knack for bringing order to chaos and an enthusiastic "roll up your sleeves" mentality. You are a true team player who embraces the opportunity to shape our India market entry
A strategic, analytical approach to assessing markets combined with creative, tactical execution to capture opportunities
A passion for and/or experience with advanced AI systems. You feel strongly about ensuring frontier AI systems are developed safely
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