GTM Strategy & Operations (Start-ups)

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 member of the GTM Strategy and Ops team in EMEA, you will work closely with EMEA sales leadership and team to be a deep expert in critical segments of the GTM business, driving strategic analysis, operational efficiency and growth initiatives. You will partner with the EMEA sales team to be the operational driver in the region through process and data excellence.

Responsibilities:

Strategic Analysis & Operations:

• Partner with sales, segment and region leaders to analyze and refine segment-specific go-to-market strategies
• Act as a trusted thought partner for sales leadership and the GTM team
• Support development of targeted strategies within and across customer segments
• Establish and maintain a high bar on sales team excellence through business reviews and operating cadences
• Be a force multiplier to equip teams to achieve revenue targets and strategic objectives
• Drive territory definitions, design and book-of-business design

Operational support:

• Act as a utility player: Remove operational bottlenecks for the GTM team and offer timezone coverage for critical / time sensitive issues 
• Work closely with central RevOps on shaping and rolling out new processes, tools and GTM infrastructure
• Execute critical processes including account transitions, CRM updates, and data management diligently, with clear expectation setting and communication

Go-to-Market Strategy & Execution:

• Drive quarterly half yearly and annual strategy and planning for GTM segments
• Run analyses, synthesize key insights and implications for GTM, translate into key initiatives and drive/ orchestrate these initiatives
• Constantly evaluate what is and is not happening as well as opportunity cost and whitespace
• Partner with leadership, AEs, and peers in GTM strategy and broader rev ops to evolve sales motions and best practices
• Identify and analyze sales metrics in order to develop proactive insights to optimize performance

Cross-Functional Collaboration:

• Work closely on a regular basis with broader Strategy and RevOps, Sales Enablement, Strategic Finance, Deal Desk, Broader Ops teams and Product teams
• Support coordination between sales segments and partnership teams
• Prepare materials for executive reviews, management cadences, and strategic planning sessions
• Drive alignment across teams to ensure consistent execution of go-to-market strategies

You may be a good fit if you have:

Must-haves: 

• 5+ years of experience in sales strategy, revenue operations, and/or management consulting
• Strong analytical capabilities with demonstrated track record of converting data into actionable insights
• Direct experience in a commercial role (GTM/ GTM support and enabling roles)
  • Strategy and ops experience in high growth tech start ups
  • Experience working in early-stage environments / setting foundations is desired
• Proven execution skills and willingness to engage in hands-on operational work
• Experience with GTM systems (e.g., Salesforce, Clay etc.) and business intelligence tools
• Proven ability to influence and partner with senior stakeholders
• Experience developing and managing strategic planning processes and business reviews
• Bachelor's degree in business, economics, or related quantitative field

Preferred: 

• Experience in high-growth AI start-ups
• Experience in high- growth Tech and SaaS companies, particularly in GTM/sales roles
• MBA or advanced degree
• Experience with AI/ML companies or enterprise software sales
• Prior experience building frameworks for sales use cases or value propositions
• Background in scaling sales organizations (2-3x growth periods)

Deadline to apply: None. Applications will be reviewed on a rolling basis.

The expected salary range for this position is:

Logistics

Education requirements: We require at least a Bachelor's degree in a related field or equivalent experience.

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.

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