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GTM Strategy & Operations, Special Projects

San Francisco, CA

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 Lead on the Special Projects team, you will operate as a strategic force multiplier across Anthropic’s entire sales organization. Rather than embedding within a single segment, you’ll tackle the highest-priority, cross-cutting initiatives that span our go-to-market motion—from Enterprise and Strategic Accounts to Startups, Commercial, Public Sector, and Partnerships. You’ll lead analytical deep-dives, build frameworks that scale across segments, and drive projects from scoping through execution that directly shape how we grow revenue and serve customers.

This role is ideal for someone who thrives on variety and ambiguity—moving between a segmentation redesign one week, an AE performance analysis the next, and a cross-functional process overhaul after that. You’ll report to the GTM Strategy & Operations lead and partner closely with segment Business Partners, Revenue Operations, and GTM leadership to ensure our fastest-growing sales organization operates with precision and speed.

Responsibilities

Strategic Analysis & Cross-Segment Projects

  • Lead analytical deep-dives on segmentation strategy, coverage models, resource allocation, and capacity planning that inform decisions across all GTM segments

  • Build and maintain frameworks (e.g., account prioritization models, territory scoring, pipeline health diagnostics) designed to scale across multiple segments and geographies

  • Own end-to-end special projects from scoping and stakeholder alignment through execution and impact measurement—projects that don’t sit neatly within a single segment

  • Develop executive-ready deliverables for QBRs, board materials, and leadership offsites that synthesize performance insights across the full GTM organization

Operational Infrastructure & Scalability

  • Design processes and playbooks that help the GTM team scale through hypergrowth, including identifying opportunities to leverage Claude for automation and team productivity

  • Partner with Revenue Operations to improve CRM data quality, reporting accuracy, and systems of record across segments

  • Build and maintain cross-segment dashboards and KPIs that give leadership a unified view of GTM health and performance

  • Identify and remediate operational gaps—data mapping integrity, pipeline hygiene, forecasting methodology—before they become systemic issues

Data-Driven Decision Support

  • Collaborate with data science to build and evolve predictive models (e.g., account scoring, propensity-to-buy) incorporating product usage signals, firmographic data, and behavioral indicators

  • Analyze pipeline trends, conversion rates, and top-of-funnel metrics across segments to improve forecasting accuracy and resource deployment

  • Conduct AE and team performance analyses to inform book of business assignments, headcount planning, and coverage strategies

  • Support Finance on market sizing, target-setting analyses, and resource investment modeling

Cross-Functional Collaboration

  • Serve as a connective thread between segment Business Partners, ensuring best practices and insights are shared across the GTM organization

  • Partner with Marketing, Partnerships, and Applied AI teams on cross-segment initiatives, campaign effectiveness analysis, and joint go-to-market motions

  • Work with Product and Engineering teams to aggregate customer feedback patterns across segments and provide structured input on product development priorities

  • Support Revenue Operations on management reporting, systems integration, and process automation initiatives

Minimum Qualifications

  • Experience in SaaS/enterprise software with a strong focus on analytics, revenue/business operations, strategy consulting, or finance

  • A track record of owning and delivering cross-functional projects in fast-paced, ambiguous environments

  • Strong analytical skills with experience in CRM, analytics platforms, and BI tools (e.g., Salesforce, Looker, BigQuery)

  • The ability to context-switch across multiple workstreams and stakeholders without losing rigor or momentum

  • Strong project management and stakeholder influence skills across technical and business teams

  • A healthy balance of customer empathy with data-driven decision making

  • A desire and readiness to do the best work of your career

  • Bachelor’s degree required

Preferred Qualifications

  • Deep proficiency in Excel or Google Sheets; SQL or Python proficiency preferred

  • Experience with consumption-based pricing models and usage analytics strongly preferred

  • Demonstrated success building scalable frameworks, processes, and playbooks that work across teams—not just within one

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:

$1 - $2 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.

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