Growth Account Executive, Startups

📋 Description

• Own a portfolio of high-potential AI-native startups across EMEA, with full accountability for
• Build long-term, trusted relationships with founders, CTOs and technical leads, acting as their
• Help customers build on the frontier: bring new model releases and capabilities to them early, work
• Develop use cases: understand each customer's product and roadmap, identify where Claude can go
• Structure, size and time usage-based commitments, including multi-surface agreements across the
• Navigate competitive pressure, including aggressive discounting, with a clear point of view on

🎯 Requirements

• 5+ years of quota-carrying experience in consumption or usage-based sales at a cloud provider
• A track record of expanding existing accounts: have carried a growth or expansion number and
• A consultative selling style, with evidence that customers treat you as an advisor rather than a
• Experience selling to early- and growth-stage startups and comfort with the pace and informality of
• Enough technical depth to hold a credible conversation with a CTO about APIs, model selection and
• Existing relationships in the European startup, VC or accelerator ecosystem

🎁 Benefits

• Competitive compensation and benefits
• Optional equity donation matching
• Generous vacation and parental leave
• Flexible working hours
• Lovely office space in which to collaborate with colleagues