Demand Lead, Claude Marketplace

External

Anthropic · San Francisco, CA

Full-timeOn-site1w ago

AWSAzureGCPSAFeSalesforce

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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 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

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 GTM, sales strategy, or revenue operations 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 annua

Demand Lead, Claude Marketplace

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