GTM Strategy & Operations, Activations Business Partner

Anthropic•San Francisco, CA

5h•Hybrid

About The Position

As a GTM Strategy & Operations, Activations Business Partner focused on activations, you'll be instrumental in driving product activation, user growth and consumption across our customers by partnering with leadership to develop, refine, and execute go-to-market strategies. You will serve as a trusted advisor and operational force multiplier, bringing deep B2B SaaS expertise to help teams achieve revenue targets while building scalable frameworks that drive customer success.

Requirements

10+ years of experience in GTM strategy, revenue operations, customer success operations, or management consulting with B2B SaaS or enterprise technology focus
Deep experience with consumption-based or usage-based business models, ideally in API, cloud infrastructure, or platform businesses
Proven track record designing and implementing activations operating models that scale
Strong analytical capabilities with demonstrated ability to build metrics frameworks and translate data into strategic insights
Experience with customer segmentation, engagement tier design, and resource allocation optimization
Proficiency with GTM systems including Salesforce, BI tools, and customer health platforms
Ability to influence cross-functionally and drive alignment across Sales, CS, Product, and Finance leadership
Minimum education: Bachelor’s degree or an equivalent combination of education, training, and/or experience
Required field of study: A field relevant to the role as demonstrated through coursework, training, or professional experience
Minimum years of experience: Years of experience required will correlate with the internal job level requirements for the position

Nice To Haves

Experience at high-growth companies navigating the transition from founder-led sales to scaled GTM operations
Background in companies like Stripe, Twilio, Snowflake, Databricks, or AWS with exposure to consumption economics
Management consulting experience (strategy or operations) with enterprise technology clients
Demonstrated success building activations teams or operating models from the ground up
Passion for AI and alignment with Anthropic's mission of beneficial AI development

Responsibilities

Partner with activations and sales leadership to develop GTM strategy, motions, and sector focus and strategy. Refine GTM strategies across key product and segmentation verticals
Identify customer needs, pain points etc. and share feedback cross functionally to guide solution building across global teams such as product, sales, engineering, finance, legal etc.
Build and maintain customer value propositions, use cases, and activations playbooks
Drive territory and account segmentation strategies based on customer characteristics, existing spend and opportunity
Establish industry benchmarks and best practices to guide activations approach and prioritization
Work with Finance on target setting, planning and bottom-up modeling
Develop comprehensive industry frameworks that standardize how customers in each vertical derive value from our solutions
Drive quarterly, semi-annual, and annual planning cycles for sales-aligned GTM segments
Analyze activations metrics and activation / adoption potential to develop proactive insights and actions
Partner with Activations leadership to evolve activations and consumption motions and industry best practices based on vertical nuances
Continuously evaluate market opportunities, competitive positioning, and whitespace within target segments
Lead collaboration across Strategy and RevOps, Enablement, Strategic Finance, Product, and Marketing teams to ensure activations alignment
Work with Product teams to communicate customer-specific feature requirements and market feedback
Prepare executive-level materials including business performance reviews, strategic planning sessions, and board updates
Drive alignment across teams to ensure consistent execution of customer-specific go-to-market strategies
Partner with Marketing on customer-focused campaigns, events, and thought leadership initiatives
Remove operational bottlenecks specific to complex activations deployments and adoption cycles
Execute critical processes including strategic account transitions from closed-won to activated, CRM configurations, and segment data management
Optimize activations technology stack and ensure effective adoption of Salesforce and other sales tools
Establish activations process methodology, qualification criteria, and activation stage definitions for consistent execution that drive adoption and expansion
Ensure smooth operations across complex, multi-stakeholder activations motions typical in enterprise B2B software