GTM Strategy & Operations, Special Projects

About the role

As a GTM Strategy & Operations Lead on the Special Projects team, you will operate as a strategic force multiplier across Anthropic’s entire sales organization. Rather than embedding within a single segment, you’ll tackle the highest-priority, cross-cutting initiatives that span our go-to-market motion—from Enterprise and Strategic Accounts to Startups, Commercial, Public Sector, and Partnerships. You’ll lead analytical deep-dives, build frameworks that scale across segments, and drive projects from scoping through execution that directly shape how we grow revenue and serve customers.

This role is ideal for someone who thrives on variety and ambiguity—moving between a segmentation redesign one week, an AE performance analysis the next, and a cross-functional process overhaul after that. You’ll report to the GTM Strategy & Operations lead and partner closely with segment Business Partners, Revenue Operations, and GTM leadership to ensure our fastest-growing sales organization operates with precision and speed.

Responsibilities

Strategic Analysis & Cross-Segment Projects

• Lead analytical deep-dives on segmentation strategy, coverage models, resource allocation, and capacity planning that inform decisions across all GTM segments

• Build and maintain frameworks (e.g., account prioritization models, territory scoring, pipeline health diagnostics) designed to scale across multiple segments and geographies

• Own end-to-end special projects from scoping and stakeholder alignment through execution and impact measurement—projects that don’t sit neatly within a single segment

• Develop executive-ready deliverables for QBRs, board materials, and leadership offsites that synthesize performance insights across the full GTM organization

Operational Infrastructure & Scalability

• Design processes and playbooks that help the GTM team scale through hypergrowth, including identifying opportunities to leverage Claude for automation and team productivity

• Partner with Revenue Operations to improve CRM data quality, reporting accuracy, and systems of record across segments

• Build and maintain cross-segment dashboards and KPIs that give leadership a unified view of GTM health and performance

• Identify and remediate operational gaps—data mapping integrity, pipeline hygiene, forecasting methodology—before they become systemic issues

Data-Driven Decision Support

• Collaborate with data science to build and evolve predictive models (e.g., account scoring, propensity-to-buy) incorporating product usage signals, firmographic data, and behavioral indicators

• Analyze pipeline trends, conversion rates, and top-of-funnel metrics across segments to improve forecasting accuracy and resource deployment

• Conduct AE and team performance analyses to inform book of business assignments, headcount planning, and coverage strategies

• Support Finance on market sizing, target-setting analyses, and resource investment modeling

Cross-Functional Collaboration

• Serve as a connective thread between segment Business Partners, ensuring best practices and insights are shared across the GTM organization

• Partner with Marketing, Partnerships, and Applied AI teams on cross-segment initiatives, campaign effectiveness analysis, and joint go-to-market motions

• Work with Product and Engineering teams to aggregate customer feedback patterns across segments and provide structured input on product development priorities

• Support Revenue Operations on management reporting, systems integration, and process automation initiatives

Minimum Qualifications

• Experience in SaaS/enterprise software with a strong focus on analytics, revenue/business operations, strategy consulting, or finance

• A track record of owning and delivering cross-functional projects in fast-paced, ambiguous environments

• Strong analytical skills with experience in CRM, analytics platforms, and BI tools (e.g., Salesforce, Looker, BigQuery)

• The ability to context-switch across multiple workstreams and stakeholders without losing rigor or momentum

• Strong project management and stakeholder influence s