Sr. GTM Operations Business Partner

About the role

• Anaconda advances AI with open source at scale, helping organizations source, secure, build, and deploy AI. Its platform serves over 50 million users and 95% of the Fortune 500.
• As Anaconda's first dedicated Sr. GTM Operations Business Partner, you will become the operational backbone of the sales organization, replacing reactive requests and inconsistent answers with proactive, scalable operational frameworks.
• Embed directly with sales leadership in pipeline reviews, forecast calls, and staff meetings as the business grows from $150M+ toward $500M+ ARR.
• This role is fully remote in the United States.
• The application deadline is 11/10/2026. Applications will be reviewed on an ongoing basis until the role is filled.

Responsibilities

• Own territory design and account assignment: model coverage, identify thin spots, and execute segmentation changes that balance capacity against opportunity.
• Operationalize quota distribution and track attainment linearity throughout the quarter, surfacing early warnings when pacing falls behind target.
• Improve forecast quality through pipeline discipline, stage integrity, accurate close dates, and clear next steps.
• Manage the intake queue for field requests, resolve questions against precedent, escalate with full context, and identify structural fixes that prevent recurring issues.
• Conduct variance analysis on pipeline movement and closed deals to uncover patterns, coach representatives on pipeline hygiene, and provide actionable insights to sales leaders.
• Build and maintain a documented precedent library to ensure consistent answers across the sales organization.
• Participate actively in weekly pipeline reviews, forecast calls, and regional staff meetings, contributing analysis and recommendations in real time.
• Success will be measured through quarter-over-quarter improvements in forecast accuracy by segment, visible and balanced pipeline coverage against quota, smoother quota attainment throughout the quarter, and reduced resolution times for field-raised issues.

Requirements

• At least 5 years of experience in sales operations, revenue operations, or a similar GTM operations role supporting a sales organization.
• Demonstrated experience owning territory design, quota planning, or account segmentation in a growth-stage environment.
• Proficiency in Salesforce or an equivalent CRM, including independently pulling reports, building views, and diagnosing data quality issues.
• A track record of improving forecast accuracy through pipeline discipline and process enforcement.
• Experience working directly with sales leadership as an active participant in pipeline reviews, forecast calls, or staff meetings.
• Proven ability to prioritize a messy intake queue independently, deciding what to fix immediately, escalate, or document for later.
• Preferred: experience building operational frameworks from scratch in a fast-paced startup.
• Preferred: ability to write requirements for a systems team and recognize when a proper systems solution is needed instead of spreadsheet workarounds.
• Preferred: experience at an open-source, AI, or data science company with technical sales cycles and complex products.
• Preferred: strong analytical and relationship-building skills, with equal comfort conducting variance analysis and debating coverage strategy with a VP.
• Preferred: hands-on experience with sales planning tools such as Clari, data visualization platforms, or workflow design tools such as Miro.
• Embody Anaconda's values: Curious by Default, Build Together, Own It, and Lead with Guts and Heart, along with the behaviors of Clarity, Care, and Candor.
• Care deeply about fostering an environment where people of all backgrounds and experiences can flourish.

Benefits

• Annual bonus potential and equity participation.
• Flexible hours and a fully remote setup.
• Flexible Vacation Policy.
• Medical, dental, and vision insurance.
• Short-term and long-term disability coverage.
• Paid parental leave.
• Monthly wellness stipend.
• Employee Assistance Program and mental health resources.
• A high-performance environment where results are recognized and rewarded.
• Opportunities to help shape the future of enterprise data science, machine learning, and AI.
• A collaborative team that values diverse perspectives, thoughtful discussion, clarity, and candor, with a commitment to employee wellbeing and growth.

Equal opportunity

• Anaconda is an equal opportunity and affirmative action employer. Qualified applicants receive consideration without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, or disability.