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GTM Strategy & Operations, Commercial

New York City, NY

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

Anthropic is seeking an analytical and execution-oriented Sales Strategy & Operations professional to support our Startups sales segment within the Americas region. Reporting to the Head of AMER Sales Strategy and Operations, you will be a key S&O partner to our Startups sales team, driving the operational excellence, analytics, and process design that enable this high-volume, high-velocity segment to scale effectively.

The Startups segment represents a critical growth vector for Anthropic—serving as the entry point for many of the companies building the next generation of AI-native applications. This segment operates at high velocity with a large volume of accounts, requiring operational infrastructure that balances scale with personalized engagement. You will support a team that manages relationships with early-stage companies, administers the Earlybird credits program, and identifies breakout startups poised for rapid consumption growth.

The ideal candidate has experience supporting high-velocity sales teams, understands the unique dynamics of startup ecosystems, and brings strong analytical skills with attention to operational detail. You thrive in environments where you're building and refining processes, can translate data into actionable insights, and are excited about the opportunity to shape how Anthropic engages with the startup community.

Responsibilities

  • Serve as an S&O partner to Startups segment leadership, providing analytical support, operational infrastructure, and process improvement recommendations

  • Support Startups segment forecasting and pipeline management, contributing to accurate revenue projections and visibility into pipeline health and deal velocity

  • Help design and implement sales processes and playbooks tailored to the Startups motion, including lead qualification, opportunity management, and deal progression

  • Build and maintain dashboards and reporting that provide Startups leadership with visibility into team performance, funnel metrics, and productivity benchmarks

  • Support territory and account assignment processes as the Startups team scales

  • Support operational infrastructure for the Earlybird credits program, including application processing, credit allocation tracking, and program performance reporting

  • Help track and report on startup cohort performance, identifying patterns in consumption growth and conversion from credits to paid usage

  • Support partner-influenced pipeline tracking for startups referred through VC and accelerator relationships

  • Deliver analyses that inform Startups segment decisions, including account prioritization, AE productivity, and funnel conversion

  • Monitor and report on key Startups metrics including leads worked, opportunities created, pipeline generated, credits utilization, and conversion to paid

  • Track consumption patterns across the startup portfolio to identify breakout accounts and expansion opportunities

  • Support integration of Startups data into consolidated AMER and company-wide reporting

  • Coordinate with Applied AI on engagement qualification and resource allocation for Startups technical support needs

  • Partner with Marketing on startup-focused campaigns, events, and community programs

  • Work with Revenue Operations on Salesforce configuration and data quality for Startups-specific workflows

  • Support BDR coordination on lead routing and qualification criteria for Startups accounts

You May Be a Good Fit If You

  • Have 4+ years of progressive experience in sales operations, revenue operations, business operations, or strategy & operations roles

  • Possess strong analytical capabilities with experience building dashboards and performance reporting

  • Have experience with high-volume sales motions or operations supporting large account portfolios

  • Demonstrate proficiency with GTM systems including Salesforce and BI tools (Looker, Hex, Tableau)

  • Excel at translating data into actionable insights and recommendations

  • Have strong attention to detail and can manage multiple workstreams simultaneously

  • Build effective working relationships with sales teams and cross-functional partners

  • Thrive in fast-paced, high-growth environments where processes are being built and refined continuously

  • Communicate clearly and can present findings to stakeholders at various levels

  • Are comfortable with ambiguity and eager to take ownership of new challenges

Strong Candidates May Also Have

  • Experience at high-growth technology companies or in startup ecosystems

  • Background supporting startup-focused sales teams or programs (e.g., startup credits programs, accelerator partnerships)

  • Experience in AI/ML, cloud infrastructure, SaaS, or developer tools industries

  • Familiarity with consumption-based or usage-based pricing models

  • Experience with partner operations or channel programs

  • Background in consulting, finance, or analytics with transition to operating roles

 

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:

$190,000 - $270,000 USD

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.

Your safety matters to us. To protect yourself from potential scams, remember that Anthropic recruiters only contact you from @anthropic.com email addresses. 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

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