Head of GTM Strategy, Ops & Analytics San Francisco, CA

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

Job summary

Anthropic is seeking a Head of GTM Strategy, Operations, and Analytics to lead global GTM strategy, operations, and analytics teams. You will drive forecasting, territory design, headcount planning, and board-level reporting to enable confident revenue growth across sales, marketing, and customer success.

You will partner with Sales, Marketing, Customer Success, Product, and Finance to build scalable processes, implement KPI dashboards, and shape pricing and go-to-market execution.

Qualifications

• 10+ years of experience in revenue operations, sales operations, or GTM analytics and leadership roles.
• Proven track record scaling GTM operations at high-growth tech companies.
• Expertise in forecasting, territory management, quota planning, and GTM performance measurement.
• Proficient in CRM & GTM systems (Salesforce, Gong).
• Strong analytical skills with data visualization experience (Tableau, Looker).
• Excellent stakeholder management and cross-functional collaboration skills.
• Strategic thinker able to translate business objectives into actionable plans.
• Experience leading high-performing teams in fast-paced environments.

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.
• Partner with Sales, Marketing, and Customer Success to identify operational challenges and scalable solutions.
• Develop GTM KPIs and reporting standards aligned with company goals.
• Lead cross-functional initiatives to improve GTM efficiency (automation, integrations).
• Provide strategic insights to executives on market opportunities and pricing.

Skills

Revenue operations

Sales operations

GTM analytics

Forecasting

Territory design

Quota setting

KPI reporting

Stakeholder management

Cross-functional collaboration

Strategic thinking

Education

Bachelor’s degree or equivalent

MBA or quantitative advanced degree

Tools

Salesforce

Gong

Tableau

Looker

Job description

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.

For sales roles, the range provided is the role’s On Target Earnings ("OTE") range, meaning that the range includes both the sales commissions/sales bonuses target and annual base salary for the role.

"$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.

We encourage you to apply even if you do not believe you meet every single qualification. Not all strong candidates will meet every single qualification as listed. Research shows that people who identify as being from underrepresented groups are more prone to experiencing imposter syndrome and doubting the strength of their candidacy, so we urge you not to exclude yourself prematurely and to submit an application if you're interested in this work. We think AI systems like the ones we're building have enormous social and ethical implications. We think this makes representation even more important, and we strive to include a range of diverse perspectives on our team.

Your safety matters to us. To protect yourself from potential scams, remember that Anthropic recruiters only contact you [e-mail] addresses. In some cases, we may partner with vetted recruiting agencies who will identify themselves as working on behalf of Anthropic. Be cautious of emails from other domains. Legitimate Anthropic recruiters will never ask for money, fees, or banking information before your first day. If you're ever unsure about a communication, don't click any links—visit anthropic.com/careers directly for confirmed position openings.

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 — rather 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.

Come work with us!

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. Guidance on Candidates' AI Usage: Learn about our policy for using AI in our application process.

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