Commercial Activation Lead

About the role

Anthropic funds delivery partners to help customers adopt Claude, through assessments, workshops, proofs of concept, and full delivery engagements. Our partner request process is the front door for all of it: an account executive (AE) requests partner support, and the request is checked against program rules and matched to a partner. Commercial is the program's highest-volume segment, and the one where a quick introduction and the right match matter most.

You'll be the one Activations contact for US Commercial sellers once a request is in, from submission to a partner on a signed statement of work (SOW). You'll own the follow-through: matching and re-matching, getting AE and customer introductions to happen, handling exception requests, and working the special cases that don't fit the standard path.

Key responsibilities

• Serve as the single point of contact for the AE, the PSM, and the partner on every US Commercial request, from submission to confirmed SOW
• Answer "Where is my request?" with the current status, the blocker, and the next step with a date
• Join the PSM pipeline and activation calls every week so requests don't slip between PSMs
• Own the request and its follow-through within clear boundaries
• Confirm the first match that automation drafts from the partner bench, change it when it's wrong, and own the matching decision
• Re-match quickly when a partner declines, stalls, or is turned down by the AE, record the reason, and ensure the request has an owner
• Review where Commercial matches are declined or lost, and turn repeat causes into changes to the matching rules
• Follow up on automatically drafted introductions that an AE hasn't approved, and resolve escalations
• Run the regular review of aged Commercial requests, ensuring each has a recorded decision and follow-up date
• Track every Commercial request from partner named to confirmed SOW, publish the baseline, and remove blockers
• Be the first stop for Commercial exception requests, including special order-form terms
• Work through cases the standard path doesn't fit, such as SMB, insurance, and other segment-specific use cases
• Run tests of new funding programs with sellers and partners and report back
• Teach Commercial AEs and their managers how to request a partner and how one-click introductions work
• Work with the activation systems and operations lead to turn repeat exceptions into rule changes or automation
• Use Claude to prepare for pipeline calls, draft follow-ups, and summarize the state of your book

Minimum qualifications

• Experience in partner sales, channel, or partner operations in B2B technology
• Experience working with services partners or systems integrators: matching them to customer work, judging fit and capacity, and holding them to commitments
• Experience working alongside AEs and sales managers on live deals
• Sound judgment on exceptions
• Persistent, courteous follow-through with internal and external stakeholders
• Clear, concise writing
• Comfortable with ambiguity and rules that change often
• Works comfortably with records and reports in Salesforce
• Uses Claude or similar AI tools in day-to-day work

Preferred qualifications

• Experience as a Partner Sales Manager or in a closely related role
• Experience using Claude specifically in day-to-day work
• Experience with partner funding, market development funds (MDF), or co-sell programs
• Experience with order forms and SOW workflows
• Experience selling into SMB or insurance