Anthropic· Sales· San Francisco, CA | New York City, NY
Demand Lead, Claude Marketplace
Classified Tasks (16)
Automate 0%Augment 50%Human-Only 50%
Augment (8)
AI assists, human decides
Define how customers discover, evaluate, and transact through the Marketplace
operational
Build repeatable sales plays including bundles, vertical-specific motions, and co-sell motions with Marketplace partners
leadership
Translate field learnings and customer interactions into playbooks, bundles, and incentive structures that scale the motion
analytical
Roll out sales plays to the field through structured enablement programs
communication
Design and operate customer and seller incentive programs that drive desired behaviors across the ecosystem
operational
Iterate incentive programs based on transaction volume data and observed behaviors
analytical
Partner with Legal to standardize and streamline commercial mechanics as underlying terms evolve
operational
Partner with Marketing on integrated campaigns to generate Marketplace traffic
communication
Human-Only (8)
Requires human judgment
Define and drive the customer-side go-to-market motion for Claude Marketplace end-to-end in collaboration with sales, marketing, finance, and partnerships
leadership
Partner directly with Account Executives (AEs) and customers in the field to drive Marketplace transaction volume
communication
Organize deals through three-way coordination among Anthropic, customers, and partners
operational
Shepherd deals through procurement and legal processes to close transactions
operational
Own the customer-facing commercial mechanics of Marketplace transactions, including order form amendments and signing
administrative
Work with customers on traffic-generating co-marketing opportunities such as case studies, joint content, and customer stories
communication
Act as a voice of the customer and the field to the Marketplace team
communication
Contribute to the longer-term strategic direction of Marketplace, including additional products, surfaces, and transaction types
leadership
Job description
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 a Demand Lead to drive customer-side growth for 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 define how customers discover, evaluate, and transact through Marketplace—and you'll build the sales plays, enablement, and incentives that make it a repeatable motion across our field organization. This role sits at the intersection of GTM strategy, sales enablement, and customer-facing business development. You'll work hands-on with AEs and customers in the field to drive Marketplace transactions, then translate what you learn into the playbooks, bundles, and incentive structures that let the motion scale. It's a great fit for someone who enjoys building from the ground up, navigating ambiguity, and thinking creatively about how to spin a flywheel. Responsibilities Define and drive the customer-side go-to-market motion for Claude Marketplace end to end, in close collaboration with sales, marketing, finance, and the partnerships team Partner directly with AEs and customers in the field to drive Marketplace transaction volume, organize deals through three-way coordination (Anthropic, customer, partner), and shepherd them through procurement and legal to close Build repeatable sales plays—including bundles, vertical-specific motions, and co-sell motions with Marketplace partners—and roll them out to the field through structured enablement programs Design and operate customer and seller incentive programs that drive the right behaviors across the ecosystem, and iterate based on what's actually moving transaction volume Own the customer-facing commercial mechanics of Marketplace transactions, including order form amendments and signing, in partnership with Legal to standardize and streamline as our underlying terms evolve Partner with marketing on integrated campaigns that generate Marketplace traffic, and work with customers on traffic-generating co-marketing opportunities (case studies, joint content, customer stories) Be a voice of the customer and the field back into the Marketplace team, and contribute to the longer-term strategic direction of Marketplace including additional products, surfaces, and transaction types You may be a good fit if you have 5+ years of experience in business development, GTM strategy, sales strategy, channel development, or related commercial roles at enterprise technology companies 10+ years of experience in commercial roles overall Experience designing or operating a co-sell motion, partner program, or channel where you owned customer-side outcomes—building the sales plays, enablement, and incentives that drive transaction volume A track record of building repeatable motions from scratch, including bundles, vertical plays, seller and customer incentives, and field enablement that translated strategy into measurable pipeline impact Solid understanding of enterprise SaaS business models, platform economics, and how B2B technology ecosystems work Strong customer-facing instincts and experience partnering closely with AEs through complex enterprise transactions, including procurement and legal Strong strategic thinking and the ability to operate with limited str