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Salary: GBP 195,000 - 225,000 / annual
Anthropic is seeking a Head of GTM Programs for EMEA to build and lead a new go-to-market programs function across Europe, the Middle East, and Africa. This is a high-visibility leadership role combining quantitative rigor with hands-on program execution.
You will partner directly with executive sales leaders, frontline managers, and sellers to design, launch, and measure programs that drive measurable pipeline and revenue impact across the region. Key responsibilities include:
- Serve as a trusted advisor to EMEA Sales Leadership, bringing data-backed insights into operating reviews and shaping strategic initiatives
- Analyze EMEA pipeline health across volume, conversion, velocity, and efficiency; identify funnel breakdowns and partner with Revenue Operations on solutions
- Shape a consolidated demand generation plan and calendar across inbound, outbound, and partner channels, aligned to regional and global sales priorities
- Own GTM programs end-to-end: translate leadership priorities into structured programs with clear objectives, owners, and milestones; carry them from concept through launch, operations, and iteration
- Partner with Marketing, Enablement, and Sales Strategy to standardize playbooks and build a unified, end-to-end approach to pipeline generation
- Decide what runs once for EMEA, what is localized by sub-region or language, and what is left to country teams, including compliance with data-protection and marketing-consent rules
- Introduce AI-driven insights into lead prioritization, forecasting, and opportunity management
- Define measurement plans before program launch: baseline, targets, uplift metrics, and attribution
- Instrument every program into the GTM operating cadence for leadership visibility
- Package working patterns (industry use cases, activation motions) into repeatable plays for sellers
- Build and lead the EMEA GTM Programs team across countries and time zones
This is an opportunity to build a new function, not just join it. You will have high autonomy in defining what a well-run program looks like at Anthropic. The role requires working across diverse cross-functional partners in a fast-moving, ambiguous environment.
Anthropic's mission is to create reliable, interpretable, and steerable AI systems that are safe and beneficial. The company is a quickly growing group of researchers, engineers, policy experts, and business leaders working on frontier AI.
**REQUIREMENTS:**
- 10+ years of experience in sales programs, sales operations, business development, sales readiness, or marketing within a technology or SaaS environment
- Experience designing and running sales or GTM programs end-to-end, with ability to demonstrate uplift produced, not just activities run
- Experience designing and leading demand generation campaigns or programs in direct partnership with field sales organizations, ideally across multiple countries
- Demonstrated analytical and quantitative approach to measuring, reporting on, and optimizing program performance; familiarity with CRM and pipeline reporting tools (e.g., Salesforce)
- Experience leading and developing a team, including across countries and time zones
- Strong written and verbal communication skills, with experience presenting to and influencing senior leadership
- Working knowledge of data-protection and marketing-consent rules (GDPR, ePrivacy, and national variations) and how they shape outbound and demand generation in Europe
- Track record of driving cross-functional initiatives to completion across teams without formal authority
- Comfort working in fast-moving, ambiguous environments and building where no process exists yet
- Excitement about Anthropic's mission to develop AI that is safe and beneficial
- Minimum education: Bachelor's degree or equivalent combination of education, training, and/or experience
**PREFERRED QUALIFICATIONS:**
- Experience combining sales programs with marketing or sales readiness/enablement functions
- Experience designing measurement or attribution frameworks for GTM motions (pipeline sourced/influenced models, activation funnels, experiment designs with control groups and staged rollouts)
- Experience working inside or alongside a sales organization's operating cadence (forecast calls, pipeline reviews, account reviews)
- Track record of building and scaling operational frameworks in fast-paced, matrixed organizations
- Experience introducing AI or advanced analytics into sales or revenue workflows (lead scoring, forecasting, predictive deal signals)
- Hands-on experience creating AI workflows with Claude or similar tools, and comfort running and improving them at operational volume
- Experience leading programs through GTM or organizational change
- Experience in high-growth AI, ML, or emerging technology companies; understanding of how enterprises evaluate, adopt, and scale AI
- Experience as an early hire in a new function or team, helping define how it operates
- Experience with partner and marketplace-led motions
- Fluency in one or more European languages
