Head of GTM Strategy, Ops & Analytics

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.

Annual Salary:

$540,000—$585,000 USD