Head of Sales Strategy & Operations

About Anthropic

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 Sales Strategy & Operations at Anthropic, you will be a key member of the senior sales leadership team, reporting to the head of revenue operations and strategy. You will build and lead a team of strategic business partners supporting sales leaders across all segments. Your role will be crucial in driving the strategy, operational efficiency, and growth of our sales organization.

Responsibilities:

• Strategic Leadership and Planning:
  • Provide strategic thought leadership for the sales organization, translating company-wide strategies into actionable regional and segment-specific initiatives
  • Partner with Finance and Sales Leadership to develop financial plans, optimize sales resource coverage, and set clear sales targets
  • Lead the sales forecasting, planning, and processes used within the sales organization
• Team Management and Development:
  • Build and lead a team of strategic business partners to support sales leaders across all segments
  • Coach and develop team members to ensure high performance and alignment with company goals
• Data-Driven Decision Making:
  • Leverage advanced analytics to identify growth opportunities and sales targets
  • Define key performance indicators (KPIs), design dashboards, and establish operating cadences
  • Provide data-driven insights on business health, informing strategic focus areas for leadership
• Go-to-Market Strategy:
  • Play a critical role in determining go-to-market segmentation and organizational design
  • Develop and manage territory strategies across all customer-facing roles
  • Identify and evaluate new market opportunities, including new geographies and market segments
• Cross-Functional Collaboration:
  • Work closely with GTM leadership, GTM systems, Enablement, Product, Finance, and Data teams to drive efficiencies and enhance customer and organizational success
  • Lead cross-functional and cross-region collaboration, sharing best practices and frameworks
• Continuous Improvement:
  • Proactively identify opportunities to improve strategic initiatives and provide critical feedback to leadership
  • Stay current with industry trends, AI developments, and best practices in sales operations

You may be a good fit if you have:

• 10+ years of experience in a combination of revenue operations, sales strategy, management consulting, or equivalent fields
• Proven track record of managing large operational teams (15+ members) and driving business impact
• Strong analytical skills with the ability to translate data into actionable insights and strategies
• Extensive experience with GTM systems, like Salesforce and Gong
• Deep understanding of territory strategy design and execution for large GTM organizations
• Excellent project management skills with experience leading complex, cross-functional initiatives
• Strong communication skills and executive presence
• Experience in high-growth technology companies, preferably with exposure to the AI industry
• Ability to thrive in ambiguity and work autonomously in a fast-paced environment
• Bachelor's degree required; MBA or advanced degree preferred

Deadline to apply: None. Applications will be reviewed on a rolling basis. 

The expected salary range for this position is:

Annual Salary:$270,000—$310,000 USD

Logistics

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 s