Anthropic· Sales· San Francisco, CA
GTM Strategy & Operations, Special Projects
Classified Tasks (16)
Automate 0%Augment 69%Human-Only 31%
Augment (11)
AI assists, human decides
Lead analytical deep-dives on segmentation strategy, coverage models, resource allocation, and capacity planning to inform decisions across all GTM segments
analytical
Build and maintain frameworks (account prioritization models, territory scoring, pipeline health diagnostics) that scale across multiple segments and geographies
analytical
Develop executive-ready deliverables for QBRs, board materials, and leadership offsites synthesizing performance insights across the GTM organization
communication
Design processes and playbooks to help the GTM team scale through hypergrowth, including identifying opportunities to leverage Claude for automation and productivity
operational
Partner with Revenue Operations to improve CRM data quality, reporting accuracy, and systems of record across segments
operational
Build and maintain cross-segment dashboards and KPIs to provide leadership a unified view of GTM health and performance
analytical
Identify and remediate operational gaps (data mapping integrity, pipeline hygiene, forecasting methodology) before they become systemic issues
operational
Collaborate with data science to build and evolve predictive models (account scoring, propensity-to-buy) incorporating product usage signals, firmographic data, and behavioral indicators
technical
Analyze pipeline trends, conversion rates, and top-of-funnel metrics across segments to improve forecasting accuracy and resource deployment
analytical
Conduct AE and team performance analyses to inform book-of-business assignments, headcount planning, and coverage strategies
analytical
Support Finance on market sizing, target-setting analyses, and resource investment modeling
analytical
Human-Only (5)
Requires human judgment
Operate as a strategic force multiplier across the entire sales organization
leadership
Tackle high-priority, cross-cutting go-to-market initiatives spanning Enterprise, Strategic Accounts, Startups, Commercial, Public Sector, and Partnerships
operational
Own end-to-end special projects from scoping and stakeholder alignment through execution and impact measurement
operational
Serve as a connective thread between segment Business Partners to ensure best practices and insights are shared across the GTM organization
communication
Partner with Marketing, Partnerships, and Applied AI teams on cross-segment initiatives
communication
Job description
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 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-seg