Head of GTM Strategy, Ops & Analytics

Anthropic; San Francisco (CA); Hybrid; USD 540,000 - 585,000; Full time

Benefits offered by this job

Equity donation matching

Flexible working hours

Generous vacation & parental leave

Office in San Francisco

Job summary

Anthropic is seeking a Head of GTM Strategy, Operations, and Analytics in San Francisco to lead global GTM strategy, operations, and analytics teams. You will empower sales, marketing, and customer success with insights and scalable processes to fuel ambitious growth while upholding safe AI deployment.

You will own operating cadences, forecasting, planning, and dashboards, collaborating across functions to optimize GTM efficiency and drive data-driven decisions at scale.

Qualifications

• 10+ years in revenue operations, sales operations, or GTM analytics
• 5+ years in senior leadership roles
• Experience scaling GTM operations at high-growth tech companies
• Experience with forecasting, territory design, and quota planning
• Proficient in CRM systems (Salesforce) and analytics tools (Tableau/Looker)
• Strong stakeholder management and cross-functional collaboration
• Strategic thinker who translates objectives into actionable plans
• Experience building and leading high-performing teams in fast-paced settings

Responsibilities

• Lead and scale GTM Strategy & Operations and GTM Analytics teams
• Own forecasting cadences, monthly/quarterly business reviews, and board reporting
• Drive territory design, headcount planning, quota setting, and target allocation
• Establish central reporting frameworks and executive dashboards
• Collaborate with Sales, Marketing, and Customer Success to identify ops challenges and scalable solutions
• Develop GTM KPIs and reporting standards to drive accountability
• Lead initiatives for process automation, system integrations, and workflow improvements
• Provide strategic insights on market opportunities and pricing strategies
• Partner with product to influence roadmap and pricing decisions
• Build relationships with key stakeholders and act as a trusted GTM advisor

Skills

GTM strategy

Operations leadership

Analytics

Forecasting

Quota planning

Cross‑functional collaboration

Stakeholder management

Education

Bachelor’s degree

Tools

Salesforce

Gong

Tableau

Looker

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

As the Head of GTM Strategy, Operations, and Analytics at Anthropic, you will lead our global GTM Strategy & Operations teams, as well as our GTM Analytics function, driving strategic decision-making and operational excellence across our rapidly scaling business. You'll manage growing teams responsible for GTM strategy, operations, and analytics, ensuring our sales, marketing, and customer success organizations have the insights, processes, and operational support needed to achieve ambitious growth targets while maintaining our commitment to safe AI deployment.

In this role, you'll be a key partner to GTM leadership, owning critical operating cadences, forecasting processes, and strategic planning initiatives. You'll drive data‑driven decision making across the organization while building scalable systems and processes that support our mission to make AI safe and beneficial.

Responsibilities

• Lead and scale teams across GTM Strategy & Operations and GTM Analytics, providing strategic direction and fostering a culture of operational excellence and analytical rigor
• Own and optimize key GTM operating cadences, including forecasting processes, monthly and quarterly business reviews, and board-level reporting
• Drive quarterly and annual planning processes for territory design, GTM headcount planning, quota setting, and target allocation
• Establish central reporting frameworks and executive dashboards that provide actionable insights to GTM leaders and enable data‑driven decision making
• Partner closely with Sales, Marketing, and Customer Success leadership to identify operational challenges and implement scalable solutions
• Develop and maintain GTM performance metrics, KPIs, and reporting standards that align with company objectives and drive accountability
• Lead cross‑functional initiatives to optimize GTM efficiency, including process automation, system integrations, and workflow improvements
• Provide strategic insights and recommendations to executive leadership on market opportunities, competitive positioning, and go‑to‑market effectiveness
• Collaborate with Finance and Data Science teams to ensure alignment on revenue forecasting, pricing strategies, and market analysis
• Partner closely with product organization to drive new product introductions, bring the voice of the customer and the field into roadmap and launch decisions, and shape pricing, packaging and sales readiness so each launch lands with the field prepared to sell it.
• Build and maintain relationships with key stakeholders across the organization, serving as a trusted advisor on GTM strategy and operations

You May Be a Good Fit If You

• Have 10+ years of experience in revenue operations, sales operations, or GTM analytics, with at least 5 years in senior leadership roles
• Have proven experience scaling GTM operations at high‑growth technology companies, preferably in the enterprise software or AI/ML space
• Possess deep expertise in forecasting methodologies, territory management, quota planning, and GTM performance measurement
• Are proficient in CRM & other GTM systems (Salesforce, Gong)
• Have strong analytical skills with experience in SQL, data visualization tools (Tableau, Looker)
• Excel at stakeholder management and cross‑functional collaboration, with demonstrated ability to influence at all levels of an organization
• Are a strategic thinker with the ability to translate business objectives into actionable operational plans
• Have experience building and leading high‑performing teams in fast‑paced, ambiguous environments
• Possess excellent communication skills and can present complex data insights to executive audiences
• Thrive in a mission‑driven environment and are passionate about the responsible development and deployment of AI technology
• Have operated at scale and through hypergrowth in an enterprise B2B business; understand the consumption world, where revenue follows usage rather than signature; and have lived both the zero‑to‑one build of a function and the one‑to‑massive scaling of it.

Strong Candidates May Have

• Experience in API‑first, consumption‑based, or complex Enterprise business models
• Background working with enterprise customers and understanding of complex sales cycles
• Experience managing both individual contributors and managers
• Knowledge of compliance and regulatory requirements relevant to AI/ML companies
• MBA or advanced degree in a quantitative field
• Previous experience scaling operations through periods of rapid international expansion

The annual compensation range for this role is listed below.

Annual Salary

$540,000—$585,000 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.

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 — 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.

Guidance on Candidates' AI Usage:

Learn about our policy for using AI in our application process.

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.