About the role

As a Strategic Deals Lead, you will shape and execute Anthropic's partnerships with the hyperscalers and cloud service providers that supply the compute we train and serve frontier models on. As Anthropic scales its infrastructure footprint, you will originate, structure, negotiate, and close the deals that put that strategy into effect - securing large-scale compute capacity and, increasingly, shaping how Anthropic's models are distributed, priced, and sold through those same partners' platforms

Securing that infrastructure at scale requires cultivating strong partnerships across the hyperscaler and cloud service provider ecosystem - partnerships that cut across compute, go-to-market, and product teams. These relationships span multi-year compute commitments, financing structures, model availability on the partner's platform, co-selling and marketplace arrangements, and joint go-to-market motions. You will be the person who connects those threads: working with engineering and infrastructure teams to understand what compute Anthropic needs, and with product, go-to-market, finance, and legal teams to make sure the commercial and distribution terms we agree to reinforce rather than constrain each other.

We are looking for people who combine a deep understanding of cloud and AI infrastructure with strong strategic judgment, financial acumen, and the negotiating skill to close complex agreements at the terms and timelines Anthropic requires. You will be an integral part of a team focused on ensuring Anthropic has the resources it needs to pursue its mission of developing safe, beneficial AI systems.
Key responsibilities

• Own the strategy and deal pipeline that expands Anthropic's access to compute and infrastructure, and connects the product and go-to-market components of those partnerships.
• Lead the full deal lifecycle for large-scale cloud and compute transactions, from opportunity identification and term sheet development through negotiation, execution, and close

Build and own executive-level relationships with commercial, finance, product, and legal counterparts at hyperscalers and cloud providers

• Support product and go-to-market leadership in structuring and negotiating the product and go-to-market elements of hyperscaler partnerships - including model availability on partner platforms, marketplace and co-sell arrangements, pricing and revenue-share constructs, and joint customer motions
• Bring capital markets and finance expertise to transactions, developing frameworks for evaluating deal economics, counterparty risk, and the financing components of compute infrastructure
• Partner with engineering and infrastructure teams to understand future workload requirements and translate them into long-term compute and ecosystem strategies and commercially viable deal terms
• Partner with Legal, Finance, Product, and Engineering to align deal terms with Anthropic's technical, financial, commercial, and risk requirements
• Monitor market, technology, competitive, and financing developments across the AI infrastructure landscape and provide clear recommendations and deal reporting to senior leadership

Minimum qualifications

• Experience in cloud computing, AI infrastructure, or adjacent technology ecosystems, with a strong understanding of hyperscaler platforms, compute and accelerator technologies, and cloud and infrastructure economics
• Demonstrated track record of structuring, negotiating, and closing complex, high-value technology transactions or strategic partnerships as the lead negotiator. This role requires someone who can operate independently from day one
• Experience negotiating agreements that combine infrastructure or capacity terms with commercial, product, or go-to-market terms, and an understanding of how those components interact
• Ability to work effectively with technical teams and translate complex engineering concepts into deal structures and strategic business recommendations
• Experience building partnerships and influencing senior stakeholders across internal and external organizations, including executive leadership

Preferred qualifications

• 8-10+ years of experience in strategic deals, corporate development, partnerships, investment banking, or business development at technology companies, hyperscalers, cloud providers, or financial institutions, with direct transactional ownership
• Direct experience working with or inside a hyperscaler on AI or cloud partnerships, including familiarity with model gardens, marketplaces, co-sell programs, and partner economics
• Experience managing multiple high-value transactions simultaneously at different stages of maturity and commercial development
• Working understanding of capital markets and vendor financing, including how large infrastructure commitments are financed, with the ability to shape the financing side of a transaction alongside its commercial terms
• Strong financial modeling skills, including the ability to build and pressure-test economics for large infrastructure projects
• Comfort operating in fast-moving, ambiguous environments where market structures, provider economics, and partnership norms are still evolving

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:

$265,000-$325,000 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 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.