Customer Success Manager, Digital Native Business

Details

Anthropic’s mission is to create reliable, interpretable, and steerable AI systems. The Customer Success Manager on the Digital Native Business (DNB) team will drive AI adoption across a portfolio of technology-forward customers, helping them harness Anthropic’s Claude capabilities (API, Claude for Enterprise, and Claude Code). You will be a strategic partner and trusted advisor to complex customers, working cross-functionally to surface product feedback that informs research, product development, and go-to-market strategies.

Responsibilities

• Build trusting, strategic relationships with key customer decision makers to understand business objectives and identify opportunities for optimization and expansion.
• Become an expert in Anthropic products across API, Claude Code, and Claude for Enterprise, including technical nuances and best practices.
• Proactively drive usage planning and monitor usage patterns for both consumption-based (API) and seat-based (Claude for Enterprise / Claude Code) products to address underutilization and drive value.
• Serve as the customer’s thought partner, socialize Anthropic’s product roadmap, and engage Product PMs to represent customer needs.
• Document and quantify customer value realized through business outcomes, ROI, and impact metrics to build internal business cases for continued investment.
• Identify new use cases and lines of business, partnering with customers and Sales to expand Claude adoption across departments and workflows.
• Develop and execute change management strategies (Train the Trainer programs, Center of Excellence development, organizational enablement) to drive end-user adoption.
• Own the customer lifecycle experience: manage account and success plans, conduct Quarterly Business Reviews, and act as the primary conduit between the customer and Anthropic.
• Develop scalable engagement strategies and playbooks for a DNB portfolio, balancing high-touch strategic accounts with efficient coverage models.

Requirements

• 6+ years of experience in Customer Success, Technical Account Management, or Solutions Engineering.
• Experience working with technology companies, SaaS platforms, or digital-first businesses (including high-growth and established tech companies).
• Technical fluency: ability to understand and articulate AI/ML concepts, API integrations, and software implementation patterns across stakeholders (developers, product managers, executives, end users).
• Experience driving success across both consumption-based and seat-based business models and understanding expansion levers and success metrics for each.
• Strategic mindset, strong cross-functional collaboration skills, and a proven track record managing a portfolio of accounts and driving measurable outcomes.
• Passion for AI and interest in the responsible development of advanced systems.
• Bachelor’s degree in a related field or equivalent experience (required).

Compensation

• Annual Salary: $200,000 - $315,000 USD

Logistics

• Location: San Francisco, CA. Location-based hybrid policy: staff expected to be in one of Anthropic’s offices at least 25% of the time.
• Visa sponsorship: Anthropic states they do sponsor visas and retain an immigration lawyer to assist, though sponsorship is not guaranteed for every role/candidate.
• Education requirement: at least a Bachelor’s degree or equivalent experience.

Company & Culture

• Anthropic is a public benefit corporation headquartered in San Francisco focused on large-scale, collaborative AI research. The role involves close collaboration with researchers, engineers, product, and go-to-market teams and values communication and cross-functional work.

How to Apply / Notes

• The posting encourages candidates to apply even if they do not meet every qualification. Anthropic provides guidance on candidate AI usage during the application process and cautions about recruitment scams (recruiters contact from @anthropic.com addresses).