Business Systems Analyst, GTM Systems

Anthropic; San Francisco (CA); On-site; USD 130,000 - 180,000; Full time

Job summary

Anthropic is seeking a Business Systems Analyst to optimize our go-to-market systems in Salesforce and partner with GTM leadership on how to shape and measure the business motion. You will work across lead-to-cash and post-sale processes, enabling accurate forecasting and trusted pipeline insights.

You will collaborate with RevOps and Salesforce developers, turning strategic requirements into pragmatic, declarative solutions and robust data models that scale with our growth in the AI safety

Qualifications

• Experience in GTM/Revenue systems as a Business Systems Analyst, Sales Systems Lead, or RevOps Systems role.
• Experience designing and rolling out a lifecycle, process model, or forecasting motion at a fast-growing company.

Responsibilities

• Own the core funnel domain in Salesforce: lifecycle stages, process design, exit criteria, and data guardrails.
• Partner with GTM leadership to align motion and determine which data requires entry vs insight.
• Collaborate with RevOps to structure GTM teams, ownership, routing, and territory design.
• Operationalize methodology as fields, validation, scoring, and in-context guidance.
• Act as data-model steward for your domain and integrations.
• Build declarative solutions where possible and write clear specs for developers.
• Coordinate handoff between stages (lead, opportunity, renewal) for end-to-end consistency.
• Evaluate tooling to accelerate motion (routing, activity capture, sequencing, deal inspection).
• Run discovery, UAT, enablement, and adoption measurement for shipped work.

Skills

GTM / Revenue systems

Salesforce / RevOps

Job description

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 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's go-to-market engine runs on Salesforce: how leads become pipeline, how deals are tracked and forecast, how customers renew and expand, and how partners work alongside our sellers. As a Business Systems Analyst, you'll be responsible for how one of those core motions is represented in system, and a trusted partner to GTM leadership when they want to change how it works.

We're looking for someone who operates at the intersection of three things: a strategist who can sit with GTM leaders and shape how they want to understand their part of the business, an analyst who can turn that into rigorous process and data design, and a builder who's comfortable enough in Salesforce to ship meaningful parts of it themselves. You can move fluidly between whiteboard, requirements doc, and admin console. You'll partner deeply with RevOps on the operating model and with our Salesforce developers on anything that needs code.

Opportunity Acceleration

Owns how deals are tracked, forecast, and credited in Salesforce, from stage design and forecasting to the ownership and team structures behind them. You'll partner with sales leadership to make pipeline something everyone can trust and sellers can work quickly.

Lead-to-Pipeline

Owns how leads, inbound demand, and BDR outreach become qualified pipeline: lifecycle stages, routing and ownership, handoff rules, and the tools BDRs and sellers work in every day. You'll partner with BDR, marketing, and sales leadership to make the path from first touch to open opportunity faster and easier to measure.

Post-Sales

Owns the systems behind renewals, expansion, and customer coverage: how post-sale opportunities are created, forecast, and worked by account management and customer success. You'll give post-sales leaders a clear, trustworthy view of the customer base and the tools to act on it.

Partnerships

Owns how partner-sourced and co-sell deals are registered, attributed, and worked alongside our sellers, including the partner-facing processes and reporting leadership relies on. You'll help turn a fast-growing channel into a motion the business can measure and scale.

Key responsibilities

• Own the design of your core funnel domain in Salesforce: lifecycle stages, process, exit and handoff criteria, key fields, and the automation and guardrails that keep the data trustworthy
• Partner with GTM leadership on how their motion runs and how they want to see it, and make the tradeoff calls on what teams enter versus what insight that data unlocks
• Partner with RevOps to systematize how GTM teams are structured, assigned, and credited: ownership, routing, coverage, splits, and the territory and role structures those depend on
• Operationalize the methodology in system, turning frameworks and process discipline into fields, validation, scoring, and in-context guidance that people actually use
• Act as data-model steward for your domain and its closest neighbors: the named approver for new fields, automation, and integrations touching those objects, and the keeper of why each one exists
• Build and ship declarative solutions yourself where that's the right call, and write specs clean enough that our developers can build the rest without five rounds of clarification
• Own the seams to the neighboring stages of the customer lifecycle (lead handoff, opportunity, quote-to-cash, renewal, partner attribution) so the experience is coherent end to end even where the build sits with another team
• Evaluate and configure tooling that accelerates the motion: routing, activity capture, sequencing, deal inspection, account planning
• Run discovery, UAT, enablement, and adoption measurement for everything you ship; help raise the bar for how BSA work is done on this team

Minimum Qualifications

• Experience in GTM/Revenue systems as a Business Systems Analyst, Sales Systems Lead, or RevOps Systems role, with real ownership of work in a core funnel domain such as lead management, opportunity and pipeline, renewals and account management, or partner channel
• Experience designing and rolling out a lifecycle, process model, or forecasting motion at a fast-growing company, owning it from discovery through enablement and adoption