GTM Strategy & Operations - AMER Enterprise Tech

About the role

• Anthropic’s mission is to create reliable, interpretable, and steerable AI systems that are safe and beneficial for users and society. Its growing team includes researchers, engineers, policy experts, and business leaders.
• As a GTM Strategy & Operations Business Partner, support the AMER Enterprise Tech organization, one of Anthropic’s largest and most strategically significant commercial organizations. Work closely with sales leadership and executives to drive strategic analysis, operational efficiency, growth initiatives, and critical global strategic initiatives.
• Become a deep expert in the segment’s business, analyze performance, facilitate operating cadences and business reviews, and support the rapid evolution of sales motions and the organization.
• Use AI to eliminate routine work and focus on strategic and creative business challenges. The role will evolve rapidly and calls for technical depth, business judgment, executive potential, and ambition.
• Anthropic is a public benefit corporation headquartered in San Francisco. Its collaborative research culture prioritizes a few large-scale efforts, empirical research, communication, and long-term progress toward trustworthy AI.

Responsibilities

• Partner with sales leaders to analyze and refine segment strategy, including territory planning, resource allocation, performance against plan, and growth initiatives.
• Drive effective business reviews and operating cadences to support company revenue targets and strategic objectives.
• Develop deep knowledge of the segment’s book of business and trends, and communicate the most important GTM insights to audiences ranging from individual contributors to executives.
• Analyze sales performance and identify opportunities to improve segment performance and efficiency, using SQL, R, or Python to query, model, and visualize data at scale.
• Leverage Claude to its full capability.
• Partner to create, evolve, and maintain reporting that explains both what is happening and why.
• Develop tangible strategic recommendations from GTM motions, deal outcomes, partner and customer feedback, and product opportunities.
• Build and maintain dashboards, models, and ad hoc analyses in spreadsheets and BI tools with mastery-level proficiency.
• Develop and maintain use case frameworks that capture and standardize how customers derive value.
• Help teams and executives apply insights to new deals, expansions, and retention strategies.
• Partner with GTM teams to refine sales motions and best practices across segments and regions.
• Serve as a trusted strategic advisor to senior and executive GTM stakeholders, delivering clear, confident insights and recommendations.
• Navigate high-stakes conversations with demanding executives while maintaining composure and delivering candid, well-supported perspectives.
• Build credibility through follow-through, proactive communication, and respectful challenges to assumptions when supported by data.
• Translate complex analyses into executive-ready narratives that drive decisions, and manage competing priorities across senior leaders.
• Collaborate with Revenue Operations, Sales Enablement, Strategic Finance, and Product to drive initiatives and operational excellence.
• Support coordination between AMER Enterprise sales segments and partnership teams.
• Prepare materials for executive reviews and planning sessions.

Requirements

• Deep alignment with Anthropic’s mission.
• Experience in sales strategy, revenue operations, or management consulting.
• Proficiency in SQL or R, with the ability to independently write queries, build models, and extract insights from large datasets.
• Mastery of Google Sheets or Excel, including pivot tables, complex formulas, data modeling, and scenario analysis.
• Strong analytical skills and the ability to translate data into actionable insights and compelling executive narratives.
• Deep experience with GTM systems such as Salesforce and business intelligence tools such as Looker and Tableau.
• Proven ability to present to and influence C-suite and VP-level leaders in high-intensity environments.
• Ability to distinguish signal from noise, create clarity, and simplify complex situations.
• Demonstrated ability to build trust with and influence stakeholders, including GTM Strategy and Revenue Operations colleagues.
• A balance of idealism and pragmatism, a high standard of excellence, and accountability for the results of recommendations.
• A track record of advancing high-growth sales organizations.
• Disciplined project management and exceptional communication and interpersonal skills.
• A desire and readiness to do the best work of your career.
• The qualifications list requires a bachelor’s degree and prefers an MBA or advanced degree. The logistics section allows a bachelor’s degree or an equivalent combination of education, training, and experience, with a field relevant to the role demonstrated through coursework, training, or professional experience.
• Required years of experience correlate with the position’s internal job level.
• Preferred: 10+ years of experience in sales strategy, revenue operations, or management consulting.
• Preferred: Experience in large technology, finance, or professional services enterprises as well as fast-paced startup building.
• Preferred: Experience with AI/ML companies and consumption business models.
• Preferred: Experience building frameworks for sales use cases or value propositions.
• Preferred: Experience scaling sales organizations through periods of 2–3x or greater growth.
• Hybrid attendance: Staff are currently expected to work from an Anthropic office at least 25% of the time; some roles may require more office time.
• Candidates are encouraged to apply even if they do not meet every qualification. Anthropic values diverse perspectives and recognizes the social and ethical implications of AI systems.

Benefits

• Competitive compensation and benefits.
• Optional equity donation matching.
• Generous vacation and parental leave.
• Flexible working hours and office space for collaboration.
• Visa sponsorship is available, although it cannot be secured for every role or candidate. If an offer is made, Anthropic will make every reasonable effort to obtain a visa and retains an immigration lawyer to assist.