Strategic Business Development Lead
$365,000–$425,000 year
HybridNew York City, New York, United States or San Francisco, California, United States
Job Summary
Manage a small number of large, multi-faceted partner relationships end to end, setting strategy for each and staying accountable for overall commercial output. Lead product partnerships by identifying opportunities to embed Claude in partners' consumer and enterprise products, co-developing new features, and defining technical and brand terms. Run multiple concurrent deal streams within the same partner, sequencing negotiations for product integrations, distribution, and infrastructure so terms reinforce one another. Negotiate complex, first-of-kind agreements involving novel commercial structures, revenue sharing, exclusivity, and multi-year commitments. Act as an executive counterpart to senior leaders on the partner side, steering Anthropic's executives through engagements. Exercise judgment to weigh commercial upside against strategic and mission considerations, making clear recommendations to leadership. Coordinate cross-functional execution across Product, Engineering, Sales, Marketing, Finance, Legal, and Policy from structuring through delivery.
Required Qualifications
- Direct experience owning a large, multi-business partner relationship, where you were responsible for the whole relationship rather than a single deal or product line
- Track record of structuring and closing product partnerships — embedding technology into partner products, co-developed products, distribution through partner surfaces, or similar — in addition to conventional commercial agreements
- Experience personally leading complex, multi-stakeholder negotiations with senior executives, including deals with interlocking terms, competitive sensitivities, and multi-year commitments
- Demonstrated ability to manage several significant negotiations at the same time without losing the thread on any of them
- Experience coordinating cross-functional execution (e.g., Product, Engineering, Legal, Finance) to bring a complex agreement from structuring through signature and delivery
- 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
- Location-based hybrid policy: Currently, we expect all staff to be in one of our offices at least 25% of the time
- 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.
Desired Qualifications
- 10+ years in strategic business development, strategic partnerships, or corporate development at technology companies, with meaningful time spent managing relationships with very large technology partners
- Experience on either side of a partnership between a foundation model or AI platform provider and a large technology company
- Experience working inside one of the very large technology companies, with a practical understanding of how decisions get made, who holds budget and roadmap authority, and how to navigate them
- Experience with partnerships that span both consumer and enterprise businesses, or that combine product, distribution, and infrastructure components in a single relationship
- Understanding of foundation model capabilities and how they translate into partner products, with enough technical fluency to work credibly with product and engineering leaders on both sides
- Background in corporate development, strategy, or a legal or finance discipline involving structuring and papering unusually complex agreements
Hiring someone like this?
Get your role in front of qualified candidates on Sorce.