Ecosystem Lead, Claude Marketplace
Anthropic · San Francisco, CA | New York City, NY
About this role
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 looking for an Ecosystem Lead to help build the future of Claude Marketplace. Marketplace connects Claude-powered enterprise tools through technology partnerships and deeper customer relationships, and we need to build the commercial motion alongside the product to be successful. In this role, you’ll build and design how Claude Marketplace goes to market to drive Marketplace’s growth across sellers, partners, and marketing, and make sure it’s part of a cohesive offering for Anthropic’s ecosystem. You’ll figure out the right incentives to drive the right behaviors across the ecosystem to spin the flywheel while being hands on across partners and customers in the field.
This role sits at the intersection of GTM strategy, ecosystem building, and business development. You'll own a portfolio of strategic partners while building the playbooks and incentives to enable Marketplace to truly scale. It's a great fit for someone who enjoys building from the ground up, navigating ambiguity, and thinking creatively.
Responsibilities:
- Define the Marketplace go-to-market motion end to end, in close collaboration with sales, partnerships, marketing, and finance, to help build Anthropic’s nascent ecosystem
- Collaborate with commercial teams to drive transaction volume directly with Marketplace partners and Anthropic customers.
- Figure out what drives the right behaviors across partners and sellers and work cross-functionally to build these into repeatable motions and playbooks that can scale to drive adoption of Marketplace transactions across more surfaces and customers
- Be the voice of the customer (and the field) into the Marketplace team to continually improve the offering and provide more value to all parties
- Own a focused portfolio of strategic Marketplace partners, from continually evaluating partners in accordance with Marketplace priorities to structuring and negotiating partnership agreements. Collaborate with Product, Sales, Marketing, Finance, and Legal to align on deal terms, coordinate technical and commercial workstreams, and ensure smooth handoffs post-signature
- Build and maintain relationships with senior business development, product, and partnership leaders at target companies, and support executive-level engagement
You may be a good fit if you have:
- 5+ years of experience in business development, partnerships, channel development or related commercial roles at enterprise technology companies
- 12+ years of experience in commercial roles overall
- Experience designing or operating a co-sell motion, partner program, or channel
- Solid understanding of enterprise SaaS business models, platform economics, and how B2B technology ecosystems worktrong strategic thinking and the ability to operate with limited structure — identifying opportunities, building a plan, and executing without a predefined playbook
- Comfort working in a fast-moving, high-growth environment where priorities shift, and making judgment calls with incomplete information
- A track record of structuring and closing partnership deals that go beyond standard contracts — joint go-to-market, product integrations, revenue sharing, or similar multi-component agreements
Strong candidates may also have:
- Experience with AI/ML platform partnerships or developer ecosystem programs
- Time at a high-growth enterprise software company during a period of rapid scale, particularly in partnerships or ecosystem roles
- Familiarity with foundational AI model capabilities and how enterprises are adopting AI, with a sense for how technical capabilities translate to business value
- Experience at a cloud hyperscaler, ISV marketplace (AWS/GCP/Azure Marketplace, Salesforce AppExchange), or platform company with a co-sell motion — you've seen how the machine works from the inside
- Background in GTM strategy, revenue operations, or partner programs where you owned the outcomes
- Time in a seat where you had to make a program work before the product fully supported it
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.
Logistics
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
Minimum years of experience: Years of experience required will correlate with the internal job level requirements for the position
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
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