Head of GTM Systems

Anthropic•San Francisco, CA

15h•$1 - $2•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 a Head of GTM Systems to define and drive the strategy, architecture, and operations of our Go-To-Market technology ecosystem. As we scale toward becoming a multi-billion dollar revenue organization with increasing public company reporting obligations, this role will be foundational to ensuring our systems infrastructure keeps pace with our growth and complexity. You will own the vision and roadmap for Anthropic's GTM systems—including CRM and CPQ—while partnering closely with Finance, Legal, and Deal Desk on adjacent billing, order management, and revenue recognition workflows. You'll lead a growing team of systems professionals and collaborate across Sales, Marketing, Engineering, and other stakeholders to deliver scalable solutions that support both day-to-day commercial operations and board-level reporting. This is a role for someone who has built and scaled GTM systems at organizations generating billions in revenue, understands the rigor required for public company controls and compliance, and thrives at the intersection of technology strategy and business operations.

Requirements

Have 15+ years of experience in GTM systems, revenue operations, or business systems, with at least 7 years in a leadership role managing teams
Have built and scaled GTM systems infrastructure at organizations generating $1B+ in annual revenue
Possess deep expertise in Salesforce architecture, including experience with enterprise-scale implementations supporting complex sales processes and integrations
Have hands-on experience partnering on quote-to-cash processes (billing, order management, revenue recognition) and understand how CRM and CPQ systems integrate with downstream financial workflows
Have direct experience supporting public company reporting requirements, SOX compliance, and audit readiness for GTM-related systems and controls
Demonstrate a track record of effective cross-functional partnership with Finance, Legal, Sales Leadership, and Engineering teams
Bring strong people leadership skills with experience building and developing teams in fast-paced, high-growth environments
Can seamlessly move between strategic planning and hands-on technical problem-solving
Communicate complex technical concepts clearly to executive and non-technical audiences
We require at least a Bachelor's degree in a related field or equivalent experience.

Nice To Haves

Have experience with consumption-based or usage-based revenue models in addition to traditional SaaS contract structures
Bring familiarity with modern revenue tech stacks including tools like Stripe, Metronome, Nue.io, Workday Financials, or similar platforms
Have experience integrating AI/ML capabilities into business systems to drive automation and predictive insights
Hold relevant certifications such as Salesforce Architect credentials
Have experience with international GTM operations and multi-currency, multi-entity commercial systems
Are passionate about Anthropic's mission to develop AI that is safe, beneficial, and transformative

Responsibilities

Define and execute the long-term vision and roadmap for Anthropic's GTM systems, with direct ownership of CRM and CPQ platforms
Own the Salesforce platform strategy and architecture, ensuring it scales to support complex enterprise sales motions, consumption-based pricing models, and multi-geo operations
Partner with Finance, Legal, and Deal Desk on billing, order management, and revenue recognition systems and workflows, ensuring GTM systems feed accurate and timely data into downstream processes
Establish systems and controls that meet public company reporting standards, including SOX-readiness for GTM-related processes and data flows
Build, mentor, and lead a high-performing team of GTM systems professionals, fostering a culture of operational excellence and continuous improvement
Drive cross-functional alignment across Sales, Marketing, Finance, Legal, and Engineering to ensure systems investments support business priorities and regulatory requirements
Evaluate, select, and integrate best-in-class technologies into the revenue tech stack, making thoughtful build-vs-buy decisions as the organization scales
Develop data governance frameworks and ensure data integrity across all GTM systems, enabling reliable forecasting, pipeline management, and revenue reporting
Leverage AI and automation to enhance system capabilities, reduce manual processes, and unlock productivity gains across revenue-generating functions
Establish and maintain strong vendor relationships, negotiating contracts and managing third-party implementation partners