Sr. GTM Operations Business Partner

Anaconda; United States; On-site; USD 102,000 - 176,000; Full time

Benefits offered by this job

Flexible Vacation Policy

Health Insurance

Dental & Vision

Disability Insurance

Parental Leave

Wellness Stipend

EAP & Mental Health

Job summary

Anaconda is seeking a Senior GTM Operations partner to become the operational backbone for our sales organization. You will embed with sales leadership during pipeline reviews, forecast calls, and staff meetings, turning reactive firefighting into scalable processes as we grow.

You will own territory design, quota planning, and account segmentation, ensure forecast accuracy, and drive actionable insights for leadership.

Qualifications

• 5+ years in sales operations or revenue operations for a sales organization.
• Experience owning territory design, quota planning, or account segmentation.
• Proficiency with CRM platforms (Salesforce or equivalent) and building reports.
• Track record improving forecast accuracy through discipline and process.
• Experience embedded with sales leadership in pipeline reviews and forecast calls.

Responsibilities

• Own territory design and account assignment, balance capacity with opportunity.
• Operationalize quota distribution and monitor attainment throughout the quarter.
• Drive forecast quality with pipeline discipline and accurate close dates.
• Manage intake queue for field requests and propose structural fixes.
• Conduct variance analysis on pipeline movement and coaching insights.
• Build a precedent library to ensure consistent answers across the org.
• Embed with sales leadership in weekly pipeline reviews and staff meetings.

Skills

Sales operations

Forecasting

Territory design

Quota planning

CRM reporting

Cross-functional collaboration

Tools

Salesforce

Clari

Tableau

Miro

Job description

Be at the center of AI

About Anaconda

Anaconda is built to advance AI with open source at scale, giving builders and organizations the confidence to increase productivity, and save time, spend and risk associated with open source. 95% of the Fortune 500 including Panasonic, AmTrust, Booz Allen Hamilton and over 50 million users rely on the value The Anaconda AI Platform delivers through a centralized approach to sourcing, securing, building, and deploying AI. With 21 billion downloads and growing, Anaconda has established itself as the gold standard for Python, data science, and AI and the enterprise-ready solution of choice for AI innovation. Anaconda is backed by world-class investors including Insight Partners. Learn more at https://www.anaconda.com.

Summary

We're hiring our first dedicated Sr. GTM Operations Business Partner to become the operational backbone for our entire sales organization. Right now, our VP Sales and sales leaders route requests through DMs and hallway conversations, answered inconsistently when time allows. You'll change that by embedding directly with sales leadership as a working member of pipeline reviews, forecast calls, and staff meetings—turning reactive fire drills into proactive operational frameworks that scale as we grow from $150M+ toward $500M+ ARR.

What You'll Do

• Own territory design and account assignment—model coverage, flag thin spots, execute segmentation changes that balance capacity against opportunity
• Operationalize quota distribution and track attainment linearity throughout the quarter, surfacing early warnings when pacing falls behind target
• Drive forecast quality as your core outcome—enforce pipeline discipline, stage integrity, accurate close dates, and next steps so leadership can trust the numbers
• Run the intake queue for all field requests—resolve against precedent, elevate with full context when needed, identify structural fixes to prevent the same question from coming back in three months
• Conduct variance analysis on pipeline movement and closed deals to uncover patterns, coach reps on hygiene, and give sales leaders actionable insight into what's really happening in their business
• Build and maintain a documented precedent library so answers given in January still hold in June, creating consistency across the entire sales organization
• Embed in weekly pipeline reviews, forecast calls, and regional staff meetings as a working partner—not a fly on the wall—contributing analysis and recommendations in real time

Your Impact Will Be Measured Through

• Forecast accuracy by segment improves quarter over quarter as pipeline discipline tightens and close date reliability increases
• Pipeline coverage against quota target stays visible and balanced, with thin spots flagged and addressed before they become revenue gaps
• Quota attainment linearity across the quarter smooths out, reducing end-of-quarter scrambles and last-day surprises
• Time to resolution on field-raised issues drops from days to hours, with sales leaders routing questions to you by default instead of hunting for answers themselves

What You Need

• 5+ years in sales operations, revenue operations, or a similar GTM operations role supporting a sales organization
• Demonstrated experience owning territory design, quota planning, or account segmentation in a growth-stage environment
• Proficiency in CRM platforms (Salesforce or equivalent) and comfort pulling your own reports, building views, and diagnosing data quality issues
• Track record driving forecast accuracy improvements through pipeline discipline and process enforcement
• Experience embedded directly with sales leadership—attending pipeline reviews, forecast calls, or staff meetings as a working participant, not just a reporter
• Proven ability to manage a messy intake queue without clear prioritization handed to you, deciding what to fix now versus elevate versus document for later

What Will Make You Stand Out

• You've built operational frameworks from scratch in a fast-paced startup where processes didn't exist yet and you had to define how things should work
• You're comfortable writing requirements for a systems team instead of quietly building workarounds in spreadsheets—you know when to elevate for a proper solution
• You've worked in an open-source, AI, or data science company where technical sales cycles and product complexity required deep operational partnership
• You're analytical but relational—equally comfortable running variance analysis and sitting in a staff meeting to debate coverage strategy with a VP
• You have hands‑on experience with sales planning tools (like Clari or similar), data visualization platforms, or workflow design tools (like Miro)
• You embody our values: ‘Curious by Default’, ‘Build Together’, ‘Own It’, and ‘Lead with Guts and Heart’, and our behaviors: Clarity, Care and Candor
• You care deeply about fostering an environment where people of all backgrounds and experiences can flourish

Why You'll Like Working Here

• You'll thrive in a high-performance environment where results are recognized and rewarded
• Your work directly contributes to shaping the future of data science, machine learning, and AI in the enterprise.
• You'll work alongside a collaborative team that values diverse, thoughtful discussion, clarity and candor.
• You'll be supported by a culture that puts employees first - with flexible hours, a fully remote setup, and a genuine commitment to your wellbeing and growth.

The application deadline for this role is 11/10/2026; applicants will be reviewed on an ongoing basis until the role is filled.

The base salary range for this role is $$135,000 - $$175,500 for candidates in New York City and San Francisco, and $101,500 - $149,000 for other US-based team members, along with annual bonus potential, equity participation, and benefits.

Our salary ranges are determined by role, level, and location. Within the range, individual compensation is determined by various factors, including work location, job‑related skills, experience, and relevant education or training. Your recruiter will provide more specific details on the salary range for your preferred location during the hiring process.

In addition to base salary, we offer a comprehensive benefits package that includes:

• Flexible Vacation Policy
• Medical, Dental, and Vision Insurance
• Short Term and Long Term Disability
• Paid Parental Leave
• Monthly Wellness Stipend
• Employee Assistance Program and Mental Health Resources

An Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against on the basis of disability.

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Anaconda is an EEO/AA employer M/F/V/D.