Head of Partner Programs

About this role

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

Anthropic's Claude Partner Network is early and moving fast. The Services track launched this year with a tiered model, deployed-consumption incentives, and sandbox benefits. The architecture exists — the interesting work is everything that comes next.

You will own the global partner program portfolio end to end. That means tier economics, incentive design, industry specializations, and the cross-functional work to get each program from blank document to live. You will be the person who walks into Finance with the envelope ask, into Legal with the program paper, and into Enablement with the competency requirements. You will be the person partners call when they want to understand why the rebate is structured the way it is.

This is a design-and-build role. The Partnerships organization is small and senior — decisions get made by people in rooms, not by committee. You will report to the Head of Partner Experience and work alongside the leaders of Partner Sales, Partner Ops, and International BD.

Key responsibilities

• Own the global partner program portfolio, including tier structure, incentive mechanics, and program economics

• Lead the FY27 partner program planning cycle with Finance, including the Frontier incentive refresh

• Ship at least one new program track — ISV, industry specialization, or net-new — within the first six months

• Re-cut tier economics based on observed partner behavior and deployed consumption data

• Write the program memos: clean, four-to-six page documents that name trade-offs explicitly and move through Finance, Legal,

• Enablement, and Ops on a self-set timeline

• Serve as the primary point of contact for partner principals on program structure questions

Minimum qualifications

• Experience building a partner program from scratch — not refreshing an existing one, but writing the v1 memo, making the foundational assumptions, and shipping to launch

• Fluency in partner economics: rebate envelopes, partner unit economics, run-rate floors, partner-level caps, and anti-stack rules

• Demonstrated ability to defend program financial modeling in front of senior finance stakeholders without hedging

• Strong written communication skills, with a track record of producing clear, structured memos on complex, multi-stakeholder design problems

Preferred qualifications

• 7+ years of experience in partner programs, channel strategy, or business development at a high-growth software company

• Experience at a company with a mature partner ecosystem (e.g., AWS, Databricks, Snowflake, Salesforce, Stripe, or comparable)

• Familiarity with deployed-consumption partner economics, as distinct from bookings-based models

• Experience designing or operating industry specialization programsExposure to GSI and SI partner motions at the principal level

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.

Annual Salary:
$300,000—$355,000 USD

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…