GTM Strategy & Operations, FDE

EngineersOfAI; San Francisco (CA); Hybrid; USD 180,000 - 240,000; Full time

Job summary

Anthropic is hiring a Strategy & Operations Lead for Forward Deployed Engineering (FDE). You will partner with FDE leadership to own headcount planning, capacity, and engagement mix, including how engagements are priced and measured.

You will run business reviews and build reporting with Finance, Deal Desk, Legal, Revenue Operations and more. You will design models, dashboards, and processes that scale with growth, coordinating across pre‑sales, delivery and partnerships.

Qualifications

• Experience in strategy and operations, business operations or strategic finance/consulting.
• Direct work with professional services, implementation or forward deployed teams.
• Ability to build models, plans and reporting for senior leaders.
• Experience running planning cycles and business reviews for senior leaders.

Responsibilities

• Own the FDE plan: headcount, capacity, and mix of engagements across regions.
• Model demand, capacity and staffing with scenario planning for leadership.
• Lead monthly/quarterly business reviews; define KPIs and prepare leadership materials.
• Build reporting with cross-functional teams including Finance, Deal Desk and Legal.
• Shape the commercial model: pricing, packaging and contracting considerations.
• Scale work to delivery partners and measure quality and cost.
• Design org structure with leadership on new roles and headcount distribution.
• Lead cross-functional projects spanning Sales, Product, Research and Operations.
• Automate reporting using Claude and related tools.

Skills

Strategy

Operations

Finance

Consulting

Stakeholder influence

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 the role

Forward Deployed Engineering (FDE) embeds with our most strategic customers to build production AI systems on Claude. The team takes on work where no playbook exists yet, turns what works into repeatable patterns for partners and our field teams, and brings what it learns back to Product and Research. Demand for FDE is well ahead of the team's capacity, and the team is growing quickly across the Americas, Europe and Asia.

We're hiring a dedicated Strategy & Operations Lead for FDE. You'll be the strategy partner to FDE leadership and own the plan: headcount and capacity, the mix of work the team takes on, how engagements are priced and measured, and how more of the work moves to partners. You'll run the business reviews and build the reporting leadership uses to make these calls.

You'll sit on our GTM Strategy & Operations team, dedicated full time to FDE. You'll work closely with Finance, Deal Desk, Legal, Revenue Operations, Partnerships and Applied AI, and with the FDE program leads who run pre-sales and delivery. This is a hands‑on role. You'll build the models and dashboards yourself and use Claude to automate as much of the reporting as you can.

Key responsibilities:

• Own the plan. Build FDE's annual and quarterly plan: headcount and hiring by region and role, capacity, utilization, and the mix of commercial, research and mission‑driven engagements.
• Model demand and capacity. Build the demand, capacity and staffing models behind the plan, with scenarios leadership can use for hiring and prioritization decisions.
• Run the business reviews. Lead FDE's monthly and quarterly reviews. Set KPIs with FDE leadership, own the scorecard, and write the materials for GTM and company leadership.
• Build the reporting. Work with Revenue Operations and Data Science to get engagement, staffing and outcome data into our systems so reporting runs without manual work. Measure what engagements lead to: production launches, consumption, expansion, and patterns partners reuse.
• Shape the commercial model. Partner with Finance, Deal Desk and Legal on how FDE engagements are priced, packaged, discounted and contracted, and track the economics of the portfolio.
• Scale through partners. Build the plan and the economics for moving more work to delivery partners: which engagements partners own, co-deliver or get Anthropic advice on, what capacity they need, and how we measure their quality and cost.
• Design the org. Work with FDE leadership and People on new roles, manager spans and where new headcount lands as the team grows.
• Lead cross-functional projects. Take on questions that span Sales, Applied AI, Customer Success, Product and Research, from defining the problem through to a decision and a working process.
• Automate with Claude. Use Claude Code and agents to build and run the models, dashboards and workflows this role depends on.

Minimum qualification:

• Have worked in strategy and operations, business operations, strategic finance or consulting, including direct work with a professional services, implementation, solutions engineering or forward deployed team
• Understand how a services business makes and loses money: utilization, staffing mix, rates, backlog and margin, and how they connect to customer outcomes
• Can build a capacity or staffing model from scratch, explain every assumption in it, and pull the data yourself with SQL
• Have run planning cycles and business reviews for a senior leader and written the materials yourself
• Have taken an unclear question to a recommendation, a decision and a process that other teams still use
• Earn the trust of senior technical and commercial leaders and can influence them without direct