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.
As the Head of GTM Strategy, Operations, and Analytics at Anthropic, you will lead our global GTM Strategy & Operations teams, as well as our GTM Analytics function, driving strategic decision-making and operational excellence across our rapidly scaling business. You'll manage growing teams responsible for GTM strategy, operations, and analytics, ensuring our sales, marketing, and customer success organizations have the insights, processes, and operational support needed to achieve ambitious growth targets while maintaining our commitment to safe AI deployment.
In this role, you'll be a key partner to GTM leadership, owning critical operating cadences, forecasting processes, and strategic planning initiatives. You'll drive data-driven decision making across the organization while building scalable systems and processes that support our mission to make AI safe and beneficial.
Lead and scale teams across GTM Strategy & Operations and GTM Analytics, providing strategic direction and fostering a culture of operational excellence and analytical rigor
Own and optimize key GTM operating cadences, including forecasting processes, monthly and quarterly business reviews, and board-level reporting
Drive quarterly and annual planning processes for territory design, GTM headcount planning, quota setting, and target allocation
Establish central reporting frameworks and executive dashboards that provide actionable insights to GTM leaders and enable data-driven decision making
Partner closely with Sales, Marketing, and Customer Success leadership to identify operational challenges and implement scalable solutions
Develop and maintain GTM performance metrics, KPIs, and reporting standards that align with company objectives and drive accountability
Lead cross-functional initiatives to optimize GTM efficiency, including process automation, system integrations, and workflow improvements
Provide strategic insights and recommendations to executive leadership on market opportunities, competitive positioning, and go-to-market effectiveness
Collaborate with Finance and Data Science teams to ensure alignment on revenue forecasting, pricing strategies, and market analysis
Partner closely with product organization to drive new product introductions, bring the voice of the customer and the field into roadmap and launch decisions, and shape pricing, packaging and sales readiness so each launch lands with the field prepared to sell it.
Build and maintain relationships with key stakeholders across the organization, serving as a trusted advisor on GTM strategy and operations
Have 10+ years of experience in revenue operations, sales operations, or GTM analytics, with at least 5 years in senior leadership roles
Have proven experience scaling GTM operations at high-growth technology companies, preferably in the enterprise software or AI/ML space
Possess deep expertise in forecasting methodologies, territory management, quota planning, and GTM performance measurement
Are proficient in CRM & other GTM systems (Salesforce, Gong)
Have strong analytical skills with experience in SQL, data visualization tools (Tableau, Looker)
Excel at stakeholder management and cross-functional collaboration, with demonstrated ability to influence at all levels of an organization
Are a strategic thinker with the ability to translate business objectives into actionable operational plans
Have experience building and leading high-performing teams in fast-paced, ambiguous environments
Possess excellent communication skills and can present complex data insights to executive audiences
Thrive in a mission-driven environment and are passionate about the responsible development and deployment of AI technology
Have operated at scale and through hypergrowth in an enterprise B2B business; understand the consumption world, where revenue follows usage rather than signature; and have lived both the zero-to-one build of a function and the one-to-massive scaling of it.
Experience in API-first, consumption-based, or complex Enterprise business models
Background working with enterprise customers and understanding of complex sales cycles
Experience managing both individual contributors and managers
Knowledge of compliance and regulatory requirements relevant to AI/ML companies
MBA or advanced degree in a quantitative field
Previous experience scaling operations through periods of rapid international expansion
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:
$540,000—$585,000 USD
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.
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.
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.
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AnthropicAnthropic is an AI safety company that develops large language models and AI systems, focusing on safety, interpretability, and reliability. The company creates AI products like Claude, an AI assistant, and serves enterprise customers, researchers, and developers seeking safer AI solutions.
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