Head of GTM Strategy, Ops & Analytics

EngineersOfAI; San Francisco, Northern (CA, KY); Hybrid; USD 210,000 - 320,000; Full time

Job summary

Anthropic is seeking a Head of GTM Strategy, Operations, and Analytics to lead global GTM strategy and operations, driving decision-making with robust analytics. You will manage teams delivering insights, processes, and operational support to sales, marketing, and customer success as we scale.

You will partner with GTM leadership to ensure accurate forecasting, planning, and performance reporting while guiding cross‑functional initiatives for efficiency and growth.

Qualifications

• 10+ years of experience in revenue operations, sales operations, or GTM analytics.
• At least 5 years in senior leadership roles.
• Experience scaling GTM operations at high-growth technology companies.
• Deep expertise in forecasting methodologies, territory management, quota planning, and GTM performance measurement.
• Proficiency with CRM systems (Salesforce) and data visualization tools (Tableau, Looker).
• Strong stakeholder management and cross-functional collaboration.
• Strategic thinker with the ability to translate business objectives into actionable operational plans.

Responsibilities

• Lead and scale GTM Strategy & Operations and GTM Analytics teams, providing strategic direction and enforcing rigorous analytics.
• Own and optimize GTM cadences: forecasting, monthly/quarterly reviews, and board reporting.
• Drive territory design, headcount planning, quota setting, and target allocation.
• Establish central reporting frameworks and executive dashboards for GTM leadership.
• Partner with Sales, Marketing, and Customer Success to identify operational challenges and implement scalable solutions.
• Develop and maintain GTM KPIs and reporting standards aligned with company goals.
• Lead cross-functional initiatives to improve GTM efficiency, including automation and system integrations.
• Provide strategic insights on market opportunities, competitive positioning, and go-to-market effectiveness.
• Collaborate with Finance and Data Science on revenue forecasting, pricing strategies, and market analysis.
• Work with product to influence roadmap, pricing, packaging, and field readiness.

Skills

Revenue operations

Sales operations

GTM analytics

Senior leadership

Forecasting methodologies

Territory management

Quota planning

CRM systems

Data visualization

Tools

Salesforce

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 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, wh