Strategic Business Development Lead

Anthropic is looking for a senior, individual-contributor business development leader to own a small set of major, multi-faceted technology partnerships from early judgment through signed execution. In this hybrid role based in San Francisco, you will translate product and distribution partnership opportunities into durable commercial, technical, and go-to-market terms, while coordinating cross-functional delivery across the life of each deal.

What you’ll do

• Own end-to-end partnership relationships for a limited number of large partners, including setting relationship strategy, choosing which opportunities to pursue and in what order, and maintaining accountability for overall partnership health and commercial output across all touched surfaces.
• Lead product partnerships by identifying and structuring ways to embed Claude into partners’ consumer and enterprise products. You will co-develop new products and features and define the associated product, technical, data, and brand terms alongside Anthropic’s product and engineering leadership.
• Run multiple deal streams in parallel within the same partner, including product integrations, distribution and go-to-market, commercial and consumption agreements, and infrastructure. You will sequence and connect negotiations so terms in one stream reinforce rather than undermine others.
• Negotiate complex, first-of-kind agreements covering novel commercial structures, revenue and economics sharing, product and roadmap commitments, exclusivity and competitive provisions, data terms, and multi-year, multi-component value exchanges.
• Serve as an executive counterpart by building relationships with senior partner executives and their teams, acting as Anthropic’s primary voice in partnership engagements, and preparing Anthropic executives for partner-level meetings.
• Use judgment on behalf of Anthropic by balancing commercial upside against strategic, competitive, product, and mission considerations. You will know when to say no and provide clear recommendations on trade-offs that do not have an established playbook.
• Coordinate cross-functional execution across Product, Engineering, Sales, Marketing, Finance, Legal, and Policy from initial structuring through negotiation, launch, and ongoing governance, ensuring Anthropic can deliver on what gets signed.

What you bring

• Direct experience owning a large, multi-business partner relationship, responsible for the entire relationship rather than a single deal or product line.
• A track record of structuring and closing product partnerships, including embedding technology into partner products, co-developed products, distribution through partner surfaces, or similar motions in addition to conventional commercial agreements.
• Experience personally leading complex, multi-stakeholder negotiations with senior executives, including deals with interlocking terms, competitive sensitivities, and multi-year commitments.
• Ability to manage several significant negotiations at the same time without losing momentum or clarity across deal streams.
• Experience coordinating cross-functional execution (such as Product, Engineering, Legal, and Finance) to take agreements from structuring through signature and delivery.

Compensation and benefits

• Annual salary: USD $365,000 - $425,000
• Optional equity donation matching
• Generous vacation and parental leave
• Flexible working hours
• Lovely office space designed for collaboration
• Competitive compensation and benefits

Preferred qualifications

• 10+ years in strategic business development, strategic partnerships, or corporate development at technology companies, including meaningful experience managing relationships with very large technology partners.
• Experience on either side of a partnership between a foundation model or AI platform provider and a large technology company.
• Experience working inside a very large technology company, with practical understanding of how decisions get made, who controls budget and roadmap authority, and how to navigate that environment.
• Experience with partnerships spanning consumer and enterprise or combining product, distribution, and infrastructure components in a single relationship.
• Understanding of foundation model capabilities with enough technical fluency to work credibly with product and engineering leaders on both sides.
• Background in corporate development, strategy, or a legal or finance discipline involving structuring and papering unusually complex agreements.

Logistics

• Location: San Francisco, CA (hybrid)
• Hybrid policy: Expect staff to be in one of the offices at least 25% of the time, though some roles may require more.
• Minimum education: Bachelor’s 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
• Visa sponsorship: Anthropic sponsors visas, and will make reasonable efforts to support visa requests if an offer is made, with an immigration lawyer available.
• Important recruiting safety note: Anthropic recruiters only contact candidates from @anthropic.com; legitimate recruiters will never ask for money, fees, or banking information before the first day.

Annual compensation range note: For sales roles, the provided range represents the role’s On Target Earnings (OTE) range, including both sales commissions/bonuses target and annual base salary.