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
Anthropic's Partnerships organization is scaling across global system integrators, regional services partners, resellers, technology partners, and marketplaces. As our Partner Commercial Programs Lead, you'll design and govern the commercial programs that partner channels run on - the incentive structures, eligibility criteria, deal protection frameworks that govern how partners go to market with us, and manage the governance cadence that keeps them current as the business scales.
This is a foundational, global role sitting at the intersection of Partnerships, Finance, and Legal. You'll serve as the point of resolution for questions of deal attribution, incentive eligibility, and channel conflict, and codify decision criteria so the program scales consistently.
The ideal candidate has owned multi-channel partner commercial frameworks end-to-end - designing them , running the quarterly governance, and maintaining a single source of truth through rapid growth. Experience architecting partner incentive strategy, standing up MDF or co-investment programs, or running a commercial deal desk is strongly preferred
Responsibilities
- Design and own the commercial framework spanning all partner channels and geographies — incentive structures, discount and margin frameworks, eligibility criteria, rules of engagement, and deal registration protection
- Run quarterly incentive qualification and governance: validate threshold attainment, resolve attribution disputes, and determine payout eligibility before handoff to Finance
- Adjudicate channel conflict, contested deal registrations, and dual-partner claims against documented criteria - and evolve those criteria as new edge cases surface
- Govern partner investment programs (market development funds, co-investment funds, and similar), deciding eligible activity, matching ratios, and at-risk vs. opportunistic deployment
- Track bilateral obligations with strategic partners — both what Anthropic has committed and what partners owe back — and trigger cure, renegotiation, or escalation when commitments slip
- Act as the primary commercial interface to Legal and Finance, translating partner business needs into contract terms, rebate structures, and localised commercial instruments
- Maintain the authoritative source document for partner commercial terms, holding the line against ad-hoc carve-outs while knowing when the framework genuinely needs to evolve
- Codify decision criteria so that exception handling scales beyond you as the partner program grows
You may be a good fit if you have
- 12+ years in partner operations, channel operations, commercial strategy, deal desk, or pricing - with direct ownership of multi-channel commercial frameworks across system integrators, resellers, and/or marketplace partners
- Hands-on experience managing market development funds, partner co-investment programs, or equivalent partner funding vehicles
- A track record of running incentive governance at a regular cadence, where your calls held up under pushback from both sales teams and partners
- Commercial and legal fluency: you've drafted commercial terms, rebate structures, and discount frameworks, and worked as the translator between business needs and Legal/Finance constraints
- Demonstrated ability to scale exception handling — turning one-off judgment calls into documented criteria that others can apply consistently
- Comfort operating as a global individual contributor across time zones, with occasional travel to partner and regional team locations
- Sound judgment and a calm, decisive approach when two parties both have a reasonable case and someone has to make the call
Strong candidates may also have
- Experience standing up partner commercial frameworks from zero at a high-growth technology company
- Background in consumption-based or usage-based business models and the incentive design challenges they create
- Exposure to international partner programs requiring localised pricing, legal instruments, and currency/payment terms
- Familiarity with partner relationship management (PRM) systems and how commercial rules get operationalised in tooling
- Interest in the responsible deployment of frontier AI and how partner ecosystems shape who gets access to 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 annual base salary for the role.
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
Minimum years of experience: Years of experience required will correlate with the internal job level requirements for the position
Location-based hybrid policy: Currently, we expect all staff to be in one of our offices at least 25% of the time. However, some roles may require more time in our offices.
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.
We encourage you to apply even if you do not believe you meet every single qualification. Not all strong candidates will meet every single qualification as listed. Research shows that people who identify as being from underrepresented groups are more prone to experiencing imposter syndrome and doubting the strength of their candidacy, so we urge you not to exclude yourself prematurely and to submit an application if you're interested in this work. We think AI systems like the ones we're building have enormous social and ethical implications. We think this makes representation even more important, and we strive to include a range of diverse perspectives on our team.
Your safety matters to us. To protect yourself from potential scams, remember that Anthropic recruiters only contact you from @anthropic.com email addresses. In some cases, we may partner with vetted recruiting agencies who will identify themselves as working on behalf of Anthropic. Be cautious of emails from other domains. Legitimate Anthropic recruiters will never ask for money, fees, or banking information before your first day. If you're ever unsure about a communication, don't click any links—visit anthropic.com/careers directly for confirmed position openings.
We believe that the highest-impact AI research will be big science. At Anthropic we work as a single cohesive team on just a few large-scale research efforts. And we value impact — advancing our long-term goals of steerable, trustworthy AI — rather than work on smaller and more specific puzzles. We view AI research as an empirical science, which has as much in common with physics and biology as with traditional efforts in computer science. We're an extremely collaborative group, and we host frequent research discussions to ensure that we are pursuing the highest-impact work at any given time. As such, we greatly value communication skills.
The easiest way to understand our research directions is to read our recent research. This research continues many of the directions our team worked on prior to Anthropic, including: GPT-3, Circuit-Based Interpretability, Multimodal Neurons, Scaling Laws, AI & Compute, Concrete Problems in AI Safety, and Learning from Human Preferences.
Come work with us!Anthropic is a public benefit corporation headquartered in San Francisco. We offer competitive compensation and benefits, optional equity donation matching, generous vacation and parental leave, flexible working hours, and a lovely office space in which to collaborate with colleagues. Guidance on Candidates' AI Usage: Learn about our policy for using AI in our application process
