GTM Programs Manager, GTM Initiatives
About the role
Anthropic's go-to-market organization is growing quickly, and our most important priorities for customers and for our field rarely sit within one team. Priorities cut across Sales, Marketing, Customer Success, Product, Revenue Operations, Enablement, Finance, Legal, Partnerships and more. We're looking for a strategic program manager to own these initiatives end to end.
You'll start with an ambiguous ask, sometimes from a senior leader and sometimes from a signal in the data. You'll find the root cause of the problem and design a solution with subject-matter experts across the company, then drive it from strategy to planning to results to iteration. You’ll bring stakeholders along while still moving quickly to the right answer. The work ranges from large cross-functional programs to short, focused SWAT efforts on urgent questions. Success looks like making better decisions, faster, for our customers and our field.
This is a strategic, highly cross-functional individual contributor role for someone equally comfortable building a business case, running a forum with senior stakeholders, getting into the data, and working directly with the field. You'll operate with high autonomy on the most critical GTM questions we face.
Key responsibilities
Own a portfolio of strategic GTM programs end to end, each starting from a business problem (e.g., customer activation, seller efficiency, model launches) and running from scoping through launch, operationalization, results, and iteration
Act as a thought partner to Sales and GTM leaders: identify, scope, and prioritize the programs most worth doing, and say no to the rest
Turn ambiguous, loosely scoped problems into structured analysis, a defensible model, and a clear plan with owners, milestones, and decision points
Align and drive teams across Sales, Marketing, Customer Success, Product, Revenue Operations, Enablement, Finance, Legal, and Partnerships without formal authority over any of them
Engage senior executives on the status and outcomes of the most critical programs
Manage change so new programs are adopted by the field, and define and report on success metrics such as adoption, time-to-value, and productivity impact
Use AI tools every day to analyze, model, and build faster
Create the templates, cadence, and reporting that help every future program launch well
Minimum qualifications
Have led complex cross-functional programs from problem definition through delivery, in strategy consulting, strategy and operations, GTM or sales programs, or program management
A track record of turning ambiguous problems into clear, defensible recommendations
Have driven initiatives to completion across teams you do not manage, including when senior stakeholders disagreed
Analytical skills: building a business case and quantitative model, defining targets, and pulling and analyzing your own data from CRM and BI tools
Clear written and verbal communication, with experience presenting analysis and recommendations to senior and executive audiences
A working understanding of how an enterprise sales organization operates
Have built programs or processes where none existed, and owned the outcome through to results
Are motivated by Anthropic's mission to develop AI that is safe and beneficial
Preferred qualifications
A background in strategy consulting followed by an in-house role where you built and ran programs and strategic projects
Experience running sales or GTM programs with measured results, such as pipeline, activation, adoption, or launch programs
Experience working within a sales operating cadence, such as forecast calls and pipeline reviews, Sales planning, product launches
Hands-on experience using AI tools daily to work faster and more rigorously, including building workflows with Claude or similar tools
Experience at a company selling technical or AI products
Experience as an early hire in a new team or function
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.
Annual Salary:
$270,000—$310,000 USD