Account Executive - DNB

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 are seeking an Enterprise Account Executive to serve as a founding member of our go-to-market expansion into Southeast Asia, based in Singapore. You will drive adoption of safe, frontier AI by securing strategic deals with the region's leading digital-native companies—from high-growth startups to established unicorns and super-apps—across Singapore, Indonesia, Vietnam, Thailand, Malaysia, and the Philippines. Owning the full sales cycle from first outbound to launch, you'll act as a trusted partner to customers as they embed Claude into their products and operations. As a first mover in ASEAN, you'll shape our regional strategy from the ground up, building the playbooks and market insight that will scale as our team grows.

Key responsibilities

Win new business and drive revenue for Anthropic across ASEAN, owning the full sales cycle from prospecting through deployment with digital-native customers

Design and execute sales strategies tailored to the region's distinct markets, accounting for differences in market maturity, regulatory environment, language, and buying behaviour across Southeast Asian countries

Spearhead market expansion by identifying high-potential customer segments and use cases within the region's startup and scale-up ecosystem, including fintech, e-commerce, super-apps, gaming, SaaS, and logistics

Establish foundational go-to-market practices as a first mover in ASEAN, creating playbooks, templates, and frameworks that scale with the team

Inform product roadmaps by gathering customer feedback and conveying market needs specific to Southeast Asian enterprises, including multilingual and localisation requirements

Collaborate with cross-functional partners in product, marketing, solutions, and partnerships—including regional cloud and channel partners—to differentiate our offerings and sustain a competitive edge

Serve as a market expert on ASEAN's digital-native landscape, providing strategic insight to global leadership on regional trends, competitive dynamics, and growth opportunities

Minimum qualifications

12+ years of enterprise sales experience driving adoption of emerging technologies with digital-native businesses in Southeast Asia, with a consultative, solutions-oriented approach

Deep understanding of the ASEAN startup and scale-up ecosystem, including familiarity with leading digital-native companies across multiple markets in the region

Track record of managing complex, multi-stakeholder sales cycles and closing strategic deals by translating multifaceted technical requirements into tailored solutions

Proven experience exceeding revenue targets in fast-paced organisations while managing an evolving pipeline and sales process

Extensive experience negotiating complex, customised commercial agreements in Southeast Asian market contexts

Excellent communication and presentation skills, with the ability to build relationships from ICs to C-level executives and cultural fluency across ASEAN business environments

Entrepreneurial mindset and comfort with ambiguity as a founding team member building processes and strategy from scratch

Bachelor's degree in a related field or equivalent experience

Preferred qualifications

Experience selling AI/ML, developer platforms, cloud, or API-based products to technical buyers

Existing relationships with founders, CTOs, and product leaders at prominent Southeast Asian technology companies

Experience working with hyperscaler or channel partners to co-sell into regional accounts

Working proficiency in a Southeast Asian language in addition to English (e.g. Bahasa Indonesia, …