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Salary: USD 540,000 - 585,000 / annual
Anthropic is seeking a Head of GTM Strategy, Operations & Analytics to lead the company's go-to-market function during a period of rapid scaling. In this director-level role, you will oversee GTM Strategy & Operations teams and the GTM Analytics function, serving as a key strategic partner to sales, marketing, and customer success leadership.
Key responsibilities include:
- Leading and scaling teams across GTM Strategy & Operations and GTM Analytics, fostering operational excellence and analytical rigor
- Owning critical GTM operating cadences including forecasting, monthly/quarterly business reviews, and board-level reporting
- Driving quarterly and annual planning for territory design, headcount planning, quota setting, and target allocation
- Establishing central reporting frameworks and executive dashboards that enable data-driven decision-making
- Partnering with Sales, Marketing, and Customer Success leadership to identify and solve operational challenges at scale
- Developing GTM performance metrics, KPIs, and reporting standards aligned with company objectives
- Leading cross-functional initiatives to optimize GTM efficiency through process automation, system integrations, and workflow improvements
- Providing strategic insights to executive leadership on market opportunities, competitive positioning, and go-to-market effectiveness
- Collaborating with Finance and Data Science on revenue forecasting, pricing strategies, and market analysis
- Working closely with Product to drive new product introductions, incorporate field feedback into roadmap decisions, and ensure sales readiness for launches
- Building stakeholder relationships across the organization as a trusted advisor on GTM strategy
Anthropics's mission is to create reliable, interpretable, and steerable AI systems that are safe and beneficial. The company is a rapidly growing team of researchers, engineers, policy experts, and business leaders committed to building beneficial AI systems.
REQUIREMENTS:
- 10+ years of experience in revenue operations, sales operations, or GTM analytics
- At least 5 years in senior leadership roles
- Proven experience scaling GTM operations at high-growth technology companies, preferably in enterprise software or AI/ML
- Deep expertise in forecasting methodologies, territory management, quota planning, and GTM performance measurement
- Proficiency in CRM and GTM systems (Salesforce, Gong)
- Strong analytical skills with SQL and data visualization tools (Tableau, Looker)
- Excellent stakeholder management and cross-functional collaboration abilities
- Strategic thinking with ability to translate business objectives into actionable operational plans
- Experience building and leading high-performing teams in fast-paced, ambiguous environments
- Excellent communication skills for presenting complex data insights to executives
- Passion for responsible AI development and deployment
- Experience operating at scale and through hypergrowth in enterprise B2B; understanding of consumption-based revenue models; experience building functions from zero-to-one and scaling to massive size
- Bachelor's degree or equivalent combination of education, training, and experience
STRONG CANDIDATES MAY HAVE:
- Experience with API-first, consumption-based, or complex enterprise business models
- Background with enterprise customers and complex sales cycles
- Experience managing both individual contributors and managers
- Knowledge of compliance and regulatory requirements for AI/ML companies
- MBA or advanced degree in a quantitative field
- Experience scaling operations through rapid international expansion
