GTM Strategy & Operations, Commercial

Anthropic•New York, NY

2d•Hybrid

About The Position

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 Anthropic is seeking an analytical and execution-oriented Sales Strategy & Operations professional to support our Startups sales segment within the Americas region. Reporting to the Head of AMER Sales Strategy and Operations, you will be a key S&O partner to our Startups sales team, driving the operational excellence, analytics, and process design that enable this high-volume, high-velocity segment to scale effectively. The Startups segment represents a critical growth vector for Anthropic—serving as the entry point for many of the companies building the next generation of AI-native applications. This segment operates at high velocity with a large volume of accounts, requiring operational infrastructure that balances scale with personalized engagement. You will support a team that manages relationships with early-stage companies, administers the Earlybird credits program, and identifies breakout startups poised for rapid consumption growth. The ideal candidate has experience supporting high-velocity sales teams, understands the unique dynamics of startup ecosystems, and brings strong analytical skills with attention to operational detail. You thrive in environments where you're building and refining processes, can translate data into actionable insights, and are excited about the opportunity to shape how Anthropic engages with the startup community.

Requirements

Have 4+ years of progressive experience in sales operations, revenue operations, business operations, or strategy & operations roles
Possess strong analytical capabilities with experience building dashboards and performance reporting
Have experience with high-volume sales motions or operations supporting large account portfolios
Demonstrate proficiency with GTM systems including Salesforce and BI tools (Looker, Hex, Tableau)
Excel at translating data into actionable insights and recommendations
Have strong attention to detail and can manage multiple workstreams simultaneously
Build effective working relationships with sales teams and cross-functional partners
Thrive in fast-paced, high-growth environments where processes are being built and refined continuously
Communicate clearly and can present findings to stakeholders at various levels
Are comfortable with ambiguity and eager to take ownership of new challenges

Nice To Haves

Experience at high-growth technology companies or in startup ecosystems
Background supporting startup-focused sales teams or programs (e.g., startup credits programs, accelerator partnerships)
Experience in AI/ML, cloud infrastructure, SaaS, or developer tools industries
Familiarity with consumption-based or usage-based pricing models
Experience with partner operations or channel programs
Background in consulting, finance, or analytics with transition to operating roles

Responsibilities

Serve as an S&O partner to Startups segment leadership, providing analytical support, operational infrastructure, and process improvement recommendations
Support Startups segment forecasting and pipeline management, contributing to accurate revenue projections and visibility into pipeline health and deal velocity
Help design and implement sales processes and playbooks tailored to the Startups motion, including lead qualification, opportunity management, and deal progression
Build and maintain dashboards and reporting that provide Startups leadership with visibility into team performance, funnel metrics, and productivity benchmarks
Support territory and account assignment processes as the Startups team scales
Support operational infrastructure for the Earlybird credits program, including application processing, credit allocation tracking, and program performance reporting
Help track and report on startup cohort performance, identifying patterns in consumption growth and conversion from credits to paid usage
Support partner-influenced pipeline tracking for startups referred through VC and accelerator relationships
Deliver analyses that inform Startups segment decisions, including account prioritization, AE productivity, and funnel conversion
Monitor and report on key Startups metrics including leads worked, opportunities created, pipeline generated, credits utilization, and conversion to paid
Track consumption patterns across the startup portfolio to identify breakout accounts and expansion opportunities
Support integration of Startups data into consolidated AMER and company-wide reporting
Coordinate with Applied AI on engagement qualification and resource allocation for Startups technical support needs
Partner with Marketing on startup-focused campaigns, events, and community programs
Work with Revenue Operations on Salesforce configuration and data quality for Startups-specific workflows
Support BDR coordination on lead routing and qualification criteria for Startups accounts