Head of Sales Strategy, Global GTM

Anthropic•San Francisco, NY

2d•Hybrid

About The Position

Anthropic's commercial business is scaling rapidly, requiring a dynamic go-to-market strategy. 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, defining core sales motions, identifying target audiences (personas, segments, industries, geographies), orchestrating field and channel execution, developing sales assets and programs, responding to competitor actions, and establishing KPIs and OKRs. This role acts as a crucial link between Product, Marketing, Finance, Sales, Regional Sales Strategy, Customer Success, Enablement, and Operations to ensure cohesive GTM execution. It also involves co-owning recovery plans for underperforming areas and synthesizing field and customer feedback with performance data to identify systemic issues and drive growth. This is a player-coach role for an experienced operator who can translate strategy into actionable plans for senior leadership and shape how a frontier AI company approaches sales.

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.