Commercial Counsel, Platform & Marketplace

External

Anthropic · San Francisco, CA

Full-timeOn-site4d ago

LeadershipMentoringNegotiationRisk ManagementSAFe

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About the role

As Commercial Counsel for Platform & Marketplace at Anthropic, you'll support scaling up go-to-market motions and platforms like the Claude Marketplace, which lets enterprise customers discover, buy, and pay for third-party applications. You'll be the trusted senior legal partner to Business Development teams within Anthropic's Partnerships & Alliances org, shaping how we collaborate with sellers and customers on existing and future platforms. You'll not only focus on how we interact with our own resale channels but also on how we participate in third-party marketplaces. We'll count on you to own, negotiate, and continuously improve the core contracting vehicles for these go-to-market programs, as well as supporting terms that sit between sellers and buyers.

Requirements

JD and active membership in at least one U.S. state bar (California preferred)

Demonstrated track record of independently leading complex, multi-stakeholder negotiations with major technology companies that resulted in successful partnership launches, including situations where Anthropic's interests must be balanced against partners and end customers simultaneously

Experience serving as the go-to legal partner for a partnerships or business development organization; the attorney that business leaders actively want in strategy sessions

Deep understanding of partnership economics: how deal registration works, why revenue attribution matters to partners, how to structure incentives that align interests, and what motivates a partner to prioritize one vendor over another

Superior judgment in risk assessment and strategic tradeoffs, with the confidence to recommend which partnerships to pursue, which terms are worth fighting for, and when to walk away

Outstanding communication skills with executive presence; you're comfortable presenting partnership strategy to senior leadership and negotiating directly with partner General Counsels

Track record of mentoring and elevating other attorneys, whether through formal reporting relationships or informal guidance

Genuine intellectual curiosity about AI technology and comfort with ambiguity; you thrive in environments where you're building the playbook

At least 8 years of relevant legal experience, with at least 4 years of substantial focus on technology partnerships, channel programs, and strategic alliances, where you've been the lawyer executing partnership strategy and driving hands-on deal negotiation

Direct experience as commercial counsel at high-growth technology companies during scaling phases, where partnerships are central to the GTM model

Background negotiating with and managing relationships with major hyperscalers and systems integrators

Familiarity with complex revenue-sharing arrangements, marketplace agreements, and co-sell programs where multiple parties share economics

Experience with emerging technology partnerships (AI/ML, cloud infrastructure, developer platforms) where legal frameworks are still evolving and you've helped define industry norms

Prior involvement in deals where partnership terms created constraints or opportunities for other business relationships, including managing a counterparty who is simultaneously a partner, supplier, and sometimes competitor

Role-specific policy: For this role, we expect staff to be able to work from our San Francisco, Seattle, Washington D.C., or New York office at least 3 days a week, though we encourage you to apply even if you might need some flexibility for an interim period of time.

The annual compensation range for this role is listed below.

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Commercial Counsel, Platform & Marketplace

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