Head of Sales Strategy & Operations

About the role

The experience expected from applicants, as well as additional skills and qualifications needed for this job are listed below.

As the Head of Sales Strategy & Operations at Anthropic, you will be a key member of the senior sales leadership team, reporting to the head of revenue operations and strategy.

You will build and lead a team of strategic business partners supporting sales leaders across all segments. Your role will be crucial in driving the strategy, operational efficiency, and growth of our sales organization.

Responsibilities :

• Strategic Leadership and Planning :
• Provide strategic thought leadership for the sales organization, translating company-wide strategies into actionable regional and segment-specific initiatives
• Partner with Finance and Sales Leadership to develop financial plans, optimize sales resource coverage, and set clear sales targets
• Lead the sales forecasting, planning, and processes used within the sales organization
• Team Management and Development :
• Build and lead a team of strategic business partners to support sales leaders across all segments
• Coach and develop team members to ensure high performance and alignment with company goals
• Data-Driven Decision Making :
• Leverage advanced analytics to identify growth opportunities and sales targets
• Define key performance indicators (KPIs), design dashboards, and establish operating cadences
• Provide data-driven insights on business health, informing strategic focus areas for leadership
• Go-to-Market Strategy :
• Play a critical role in determining go-to-market segmentation and organizational design
• Develop and manage territory strategies across all customer-facing roles
• Identify and evaluate new market opportunities, including new geographies and market segments
• Cross-Functional Collaboration :
• Work closely with GTM leadership, GTM systems, Enablement, Product, Finance, and Data teams to drive efficiencies and enhance customer and organizational success
• Lead cross-functional and cross-region collaboration, sharing best practices and frameworks
• Continuous Improvement :
• Proactively identify opportunities to improve strategic initiatives and provide critical feedback to leadership
• Stay current with industry trends, AI developments, and best practices in sales operations

You may be a good fit if you have :

• 10+ years of experience in a combination of revenue operations, sales strategy, management consulting, or equivalent fields
• Proven track record of managing large operational teams (15+ members) and driving business impact
• Strong analytical skills with the ability to translate data into actionable insights and strategies
• Extensive experience with GTM systems, like Salesforce and Gong
• Deep understanding of territory strategy design and execution for large GTM organizations
• Excellent project management skills with experience leading complex, cross-functional initiatives
• Strong communication skills and executive presence
• Experience in high-growth technology companies, preferably with exposure to the AI industry
• Ability to thrive in ambiguity and work autonomously in a fast-paced environment
• Bachelor's degree required; MBA or advanced degree preferred

Deadline to apply : None. Applications will be reviewed on a rolling basis.

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