EMEA GTM Programs Lead — Growth & Execution

Anthropic Limited; Greater London; Hybrid; GBP 195,000 - 225,000; Full time

Job summary

Anthropic is seeking a Head of GTM Programs, EMEA, to bring the function to Europe, the Middle East and Africa. You will partner with executive sales leaders and cross-functional teams to design, launch, and measure programs that drive pipeline and revenue across the region.

The role combines quantitative rigor with hands-on program execution, shaping a connected system of initiatives, deciding what runs region-wide versus locally, and creating scalable plays for the field.

Qualifications

• 10+ year 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 the ability to speak to the uplift they produced, not only the activities they ran.
• 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, including 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) shape outbound and demand generation in Europe.
• Track record of driving cross-functional initiatives to completion across teams without formal authority over them.
• 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.

Responsibilities

• Serve as a trusted advisor to EMEA Sales Leadership: bring data-backed insight and recommendations into their operating reviews, including program and resourcing decisions, and shape the strategic initiatives that come out of them.
• Analyze the health of the EMEA pipeline across volume, conversion, velocity, and efficiency, identify breakdowns in the funnel such as lead quality, routing, or segmentation, and partner with Revenue Operations to implement solutions.
• Shape a consolidated demand generation plan and calendar across EMEA's inbound, outbound, and partner channels, aligning to regional and global sales priorities to meet pipeline generation targets.
• Own GTM programs end to end in close partnership with the field: translate leadership priorities into structured programs with clear objectives, owners, and milestones, and carry them from concept through launch, operations, and iteration, with measured uplift as the outcome you're accountable for.
• Partner closely with Marketing, Enablement, and Sales Strategy to standardize playbooks and build a unified, end-to-end approach to pipeline generation and progression rather than disconnected initiatives.
• Decide what to run once for EMEA, what to localize by sub-region or language, and what to leave to country teams, including outreach and data-protection rules that differ by market.
• Introduce AI-driven insights into lead prioritization, forecasting, and opportunity management, partnering with analytics teams to surface predictive signals such as conversion likelihood and deal risk.
• Define the measurement plan before a program launches: baseline, targets, uplift metrics, and how results will be attributed to the program.
• Instrument every program into the GTM operating cadence, so leadership can inspect results in the same reviews where they run the business.
• Package what's working (industry patterns, use cases, activation motions) into repeatable plays that sellers can run without you in the room, and lead program adoption and communication as the sales organization scales.
• Build and lead the EMEA GTM Programs team, developing people across countries and time zones.

Skills

Sales programs

Sales operations

Business development

Sales readiness

Marketing in tech/SaaS

Cross-country coordination

Analytical skills

CRM expertise

Education

Bachelor’s degree

Tools

Salesforce CRM

Job description

Anthropic is seeking a Head of GTM Programs, EMEA, to bring the function to Europe, the Middle East and Africa. You will partner with executive sales leaders and cross-functional teams to design, launch, and measure programs that drive pipeline and revenue across the region.

The role combines quantitative rigor with hands-on program execution, shaping a connected system of initiatives, deciding what runs region-wide versus locally, and creating scalable plays for the field.