Head of Sales Strategy, Global GTM

Anthropic•San Francisco, CA

3d•$310,000 - $360,000•Hybrid

About The Position

Anthropic's commercial business is scaling rapidly, requiring a leader to own and continuously answer critical go-to-market questions globally. This role leads the Sales Strategy team within the Central GTM Strategy, Operations & Analytics organization, with a global scope across the full solution portfolio. The position involves designing sales strategies, acting as a liaison across various departments to ensure GTM alignment, and owning the synthesis of field and customer feedback with performance data to drive strategic decisions. It's a player-coach role for an experienced operator comfortable with strategic planning, competitive analysis, and communicating with senior leadership, aiming to shape how a frontier AI company operates commercially.

Requirements

Owned sales or go-to-market strategy for a product or product line at a business-to-business technology company, in a sales strategy, product GTM, revenue strategy, or GTM strategy and operations role, or advised on it in a strategy consulting role
Designed and rolled out in the field: a sales motion or set of sales plays with targeting and execution guidance, a competitive positioning or compete program, a targeting model across personas, segments, or industries
Defined the KPIs used to run a sales motion or product line and used them to change how the business operated
Managed people, including setting priorities for a team and developing the individuals on it
Strong analytical fluency: you can build the analysis behind a targeting, investment, or performance question yourself in a spreadsheet, and set the standard for it on your team
Diagnose problems from a mix of quantitative data and qualitative field signal, and separate systemic issues from noise
Excellent written and verbal communication: you can put a recommendation in front of senior commercial leaders, take challenge on it, and drive the group to a decision
Work effectively across functions where you don’t own the outcome, and secure real commitments from partner teams
Work effectively with ambiguity, novelty, and pace, including being the first person to scope a problem the company hasn’t solved before
Strong hands-on skills in using AI as a thought partner and work accelerator; comfortable building AI Skills and Agents to improve personal and team productivity.
Excited about Anthropic’s mission to develop AI that is safe and beneficial

Nice To Haves

Extensive experience in sales strategy or product go-to-market, ideally in a commercial organization whose product line and go-to-market grew substantially during your tenure
Strong acumen on AI, cloud infrastructure, or other usage-based and API-driven business models, and with how enterprises evaluate and adopt AI products
Taken a new product or capability from launch to an established sales motion in the field
Worked across multiple regions, or with several routes to market at once, such as direct field sales, self-serve or usage-based adoption, and channel or partner-led sales, and understand how strategy differs across them
Run compete or takeout programs against established incumbents
Supported or run an executive operating cadence, such as steering committees, planning cycles, or a weekly leadership forum
Owned or co-owned a recovery plan for a business that was behind its targets
Background in management consulting or a comparable analytical role, paired with subsequent in-house operating experience
Used SQL or a business intelligence tool to work with pipeline and usage data directly

Responsibilities

Define the core sales motions for our solutions portfolio, and decide which ones the global field prioritizes
Define who we target with each motion: the personas, segments, industries, and geographies where we invest, and the reasoning behind those choices
Design how each motion is executed, including how field and channel roles are orchestrated and which sales assets and programs the field needs, and partner with Marketing and Enablement to produce them
Own how we compete: competitive positioning for the field, and the design and rollout of compete and takeout campaigns
Define how we measure progress on each motion, including the KPIs and OKRs, and partner with Operations & Insights to instrument and report them
Act as the connective tissue across Product, Marketing, Finance, Sales, Regional Sales Strategy, Customer Success, Enablement, and Operations so that each function’s plans support the same product and solution outcomes
Bring the field’s perspective into product launch and roadmap decisions, and translate product decisions into changes to sales strategy
Co-own recovery plans with sales strategy partners when a product, segment, or region is pacing behind its aspiration, and drive follow-through until it is back on track
Synthesize field and customer signal with pipeline and performance data into a regular point of view on what is and isn’t working and the systemic issues behind it
Stand up quick-turn strategic analyses for GTM leadership on questions that need a defensible answer in days rather than quarters
Lead cross-functional GTM strategy steering committees: set the agenda, frame the decisions, drive follow-through on what’s decided
Serve as a thought partner to the Head of GTM Strategy, Operations & Analytics and to commercial leadership on sales strategy
Lead and develop the Sales Strategy team, including hiring, setting priorities across the pillars above, and setting the bar for the rigor of the team’s work