GTM Strategy & Operations - AMER Enterprise Tech

About Anthropic

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.

About the role

As a GTM Strategy & Operations Business Partner supporting the AMER Enterprise Tech organization, you will work closely with sales leadership to be a deep expert in a critical segment of our fastest-growing business. This role supports the AMER Enterprise Tech team, one of Anthropic's largest and most strategically significant commercial organizations, and will partner directly with executives to drive strategic analysis, operational efficiency, and growth initiatives while supporting critical global strategic initiatives.

This includes business performance analysis, facilitating operating cadences and powering business reviews, improving operational efficiency, driving strategic initiatives, and supporting the rapid evolution of our sales motions and organization.

We're building for a future where AI dramatically amplifies what strategy teams can accomplish. We're hiring people with the technical depth, business judgment, and executive potential to operate at that frontier - leveraging AI to eliminate routine work and redirect energy toward the strategic and creative challenges that move the business. This role will evolve rapidly, and we need someone with the ceiling and ambition to evolve with it.

Key responsibilities

Strategic Analysis, Operations & Planning

• Partner with Sales leaders to analyze and refine segment-specific strategy including territory planning, resource allocation, performance to plan, and growth initiatives
• Maintain excellence through business reviews and operating cadences to help achieve company revenue targets and strategic objectives
• Be audible-ready about GTM efforts and a deep expert in your segment's book of business and trends with the ability to cut right to what matters for varying audiences from IC to executive

Data-Driven Decision Support

• Analyze sales performance metrics and develop insights to optimize segment performance and improve 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 mechanisms, using data to go from "what" to "why"
• Synthesize tangible, strategic recommendations based on go-to-market 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

Go-to-Market Execution

• Develop and maintain use case frameworks to capture and standardize how customers derive value
• Support multiple teams and executives in leveraging insights for new deals, expansions, and retention strategies
• Partner with GTM teams to evolve and refine sales motions and best practices across segments and regions

Executive Stakeholder Management

• Serve as a trusted strategic advisor to senior and executive stakeholders across the GTM organization, delivering insights and recommendations with clarity, conviction, and composure
• Navigate high-stakes conversations with intense, demanding executives - maintaining poise under pressure while delivering candid, well-supported perspectives
• Build deep credibility through consistent follow-through, proactive communication, and the ability to challenge assumptions respectfully when the data warrants it
• Translate complex analyses into executive-ready narratives that drive decisions, managing up effectively across multiple senior leaders with competing priorities

Cross-Functional Collaboration

• Work closely with Revenue Operations, Sales Enablement, Strategic Finance, and Product teams to drive initiatives and elevate excellence in course of business
• Support coordination between AMER Enterprise sales segments and partnership teams
• Help prepare materials for executive reviews and planning sessions

Minimum qualifications

• Deep alignment to Anthropic’s mission
• Experience in sales strategy, revenue operations, management consulting
• Proficiency in SQL or R - you can independently write queries, build models, and extract insights from large datasets without relying on others
• Mastery of spreadsheet tools and data (Google Sheets / Excel) - pivot tables, complex formulas, data modeling, and scenario analysis are second nature to you
• Strong analytical skills with the ability to translate data into actionable insights and compelling executive narratives
• Deep experience with GTM systems like Salesforce and business intelligence tools (Looker, Tableau, etc.)
• Proven executive stakeholder management skills - you have a track record of presenting to and influencing C-suite and VP-level leaders in high-intensity environments.
• An ability to pull signal through noise and an internal drive to create clarity. You strive for simplicity as the most elegant solution to complex situations.
• A demonstrated ability to build trust with and influence a variety of stakeholders, including colleagues and other members of the GTM Strategy and Revenue Operations team
• A healthy balance of idealism with pragmatism and the highest internal bar for excellence. You have been accountable for the results of your recommendations.
• Track record of driving forward high-growth sales organizations
• Disciplined project management and exceptional communication and interpersonal abilities
• A desire and readiness to do the best work of your career
• Bachelor's degree required; MBA or advanced degree preferred

Preferred qualifications

• 10+ years of experience in sales strategy, revenue operations, management consulting
• Experience in both large Enterprises in technology, finance or professional services, in addition to fast-paced startup building
• Experience with AI/ML companies and consumption business models
• Prior experience building frameworks for sales use cases or value propositions
• Background in scaling sales organizations through 2-3x+ growth periods

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:

$270,000—$310,000 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.

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.

How we're different

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.

Come work with us!

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.