Strategic Overview
Customer Success Manager, Top Accounts at Anthropic is a sales-support opportunity centered on the specialist responsibilities and outcomes described in the employer's listing.
The published role emphasizes work such as Build trusting, strategic relationships with key customer decision makers in complex, matrixed organizations; understand their business and objectives and identify opportunities for optimization and expansion Become an expert in Anthropic's products across….
The role is listed for San Francisco, CA / Seattle, WA with the working arrangement published with the role, giving candidates the practical context needed to assess fit before applying.
Key information at a glance
About This Role
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.
Key Responsibilities & Objectives
- Build trusting, strategic relationships with key customer decision makers in complex, matrixed organizations; understand their business and objectives and identify opportunities for optimization and expansion
- Become an expert in Anthropic's products across API, Claude Code and Cowork, understanding the technical nuances and best practices for each to guide customers to the right solutions
- Own the customer operations across their lifecycle, maintaining a structured operational assessment of the account (customer readiness, operational health, strategic alignment, enablement strategy, adoption intelligence) that grounds comprehensive account and success plans and Quarterly Business Reviews
- Identify potential use cases and lines of business not currently onboarded, partnering with customers and Sales/Product to discover new applications for Claude across different departments, teams, and workflows
Required Qualifications & Candidate Blueprint
- Leverage your deep knowledge of the customer to proactively drive consumption planning and the value story behind it, developing credible ROI hypotheses, and quantifying outcomes that build the case for continued and expanded investment
- 8+ years of experience in Customer Success, Technical Account Management, Solutions Engineering, and/or Strategy Consulting
- Technical fluency with ability to understand and articulate AI/ML concepts, the software development lifecycle (SDLC), and implementation patterns across a set of diverse stakeholders—from end users to executives
Salary & Benefits
Published compensation: $200,000 – $320,000 USD
- Own the customer operations across their lifecycle, maintaining a structured operational assessment of the account (customer readiness, operational health, strategic alignment, enablement strategy, adoption intelligence) that grounds comprehensive account and success plans and Quarterly Business Reviews
Salary Benchmark
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Full Job Description
The following is the complete job description supplied by the source. We sanitize unsafe markup and remove external links, but do not shorten or rewrite the employer's source content.
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
Join Anthropic's Customer Success team in a high-visibility & high-impact role driving AI adoption for one of our largest accounts in the Tech segment. As a dedicated Enterprise Customer Success Manager you’ll be their strategic partner and trusted advisor helping them harness the full potential of all our Claude capabilities - API, Claude Code, Cowork, and other surface areas.
You'll work with a global technology leader to actively deploy and adopt AI to reshape the technology landscape. You’ll be working with key partners who are moving fast and pushing the boundaries of what's possible with LLM technology. Your role will entail developing genuine partnerships with the customer and key stakeholders, gaining a deep understanding of their multi-pronged business objectives, strategic direction, AI vision, and technical needs. You'll draw on both your business acumen and technical expertise to serve as a strategic advisor throughout their journey with us.
In partnership with the broader account team, you will provide your customer best practices and guidance to getting the most impact with Claude in a safe, sustainable way while supporting them as their consumption grows and evolves.
Your role focuses on helping customers scale their usage effectively, drive model and use case optimizations, implement change management strategies, and maximize the ROI of their investment. The insights you gather from your customers will directly inform our research priorities, product development, and go-to-market strategies — making you a key voice in shaping how we build and deliver ongoing value as a business.
Responsibilities:
- Build trusting, strategic relationships with key customer decision makers in complex, matrixed organizations; understand their business and objectives and identify opportunities for optimization and expansion
- Become an expert in Anthropic's products across API, Claude Code and Cowork, understanding the technical nuances and best practices for each to guide customers to the right solutions
- Own the customer operations across their lifecycle, maintaining a structured operational assessment of the account (customer readiness, operational health, strategic alignment, enablement strategy, adoption intelligence) that grounds comprehensive account and success plans and Quarterly Business Reviews
- Identify potential use cases and lines of business not currently onboarded, partnering with customers and Sales/Product to discover new applications for Claude across different departments, teams, and workflows
- Develop and execute change management strategies to drive end-user adoption and maximize value within customer organizations, including Train the Trainer programs, Center of Excellence development, and organizational enablement
- Leverage your deep knowledge of the customer to proactively drive consumption planning and the value story behind it, developing credible ROI hypotheses, and quantifying outcomes that build the case for continued and expanded investment
- Ruthlessly prioritize across the account's many business units and workstreams, building programmatic, repeatable motions
You may be a good fit if you have:
- 8+ years of experience in Customer Success, Technical Account Management, Solutions Engineering, and/or Strategy Consulting
- Experience working with F10 companies at the exec level — ideally including established tech companies – you understand what it means to lead organization-wide change or adoption programs (multiple functions, thousands of users) for a product that required C-suite sponsorship
- Technical fluency with ability to understand and articulate AI/ML concepts, the software development lifecycle (SDLC), and implementation patterns across a set of diverse stakeholders—from end users to executives
- You build with AI daily, automating your own workflows with agents, skills, and tooling is second nature, preferred experience with Claude Code
- Proven track record of driving measurable outcomes inside a single, highly matrixed organization with many business units. You treat customer asks as two-way exchanges: comfortable asking for commitments, references, and access in return, and pushing back on requests that aren't leveraged.
- Cross-functional collaborator who represents the customer in a positive, proactive manner, rallying everyone around paths forward that solve customer needs.
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.
Logistics
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.
How we're different
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.
Editor’s Market Perspective (Our Custom Analysis)
Why This Position Matters
This sales-support opening is a useful opportunity for candidates whose experience matches the role-specific capabilities named in the listing. Its strongest career signal is the scope of the work itself — particularly Build trusting, strategic relationships with key customer decision makers in complex, matrixed organizations; understand their business and objectives and identify opportunities for optimization and expansion — rather than a generic title alone.
Resume & Application Strategy
For the application, mirror the employer's language where it truthfully matches your background: foreground the role-specific capabilities named in the listing, quantify outcomes from comparable work, and place the most relevant experience near the top of the resume. If the listing specifies tools, platforms, leadership scope, or domain experience, use those exact terms in context instead of presenting an unrelated keyword list.
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