Revenue Strategy & Operations Lead, Japan

About Anthropic

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.

Anthropic is an AI safety company working to build reliable, interpretable, and steerable AI systems. We are expanding into Japan as our first market in Asia, with our Tokyo office established in late 2025. This is a unique opportunity to join a founding team and shape how we grow in the region.

As the founding member of our Japan Revenue Strategy & Operations team, you'll be instrumental in driving revenue growth across key market segments by partnering with sales leadership to develop and execute region-specific strategies. You will serve as a strategic partner, shaping how we win in Japan while building the operational foundations to scale.

Go-to-Market Strategy:

• Own the Go-to-Market planning process, including quarterly and annual cycles, and collaborate with Finance on target setting.
• Develop the strategy for segmenting territories and accounts.
• Identify market opportunities, assess competitive dynamics, and inform regional expansion priorities.
• Support Go-to-Market execution for alliances, focusing on co-selling, managing the partner pipeline, and facilitating joint planning.
• Analyze region-specific sales metrics and pipeline dynamics to develop proactive insights.

Cross-Functional Leadership:

• Lead collaboration across Strategy and Rev Ops, Sales Enablement, Strategic Finance, Product, and Marketing teams to ensure alignment.
• Prepare executive-level materials including performance reviews, strategic planning sessions, and board updates.
• Drive cross-functional alignment on go-to-market execution.

Operations & Infrastructure:

• Execute critical processes including strategic account transitions, CRM configurations, and market data management.
• Optimize the sales technology stack and ensure effective adoption of Salesforce and other sales tools.
• Ensure smooth operations across complex, multi-stakeholder sales motions typical in enterprise B2B software.

Required qualifications:

• 8-10+ years of experience in B2B SaaS or enterprise software, including direct experience in sales strategy, revenue operations, or commercial GTM roles
• Strong analytical capabilities with demonstrated ability to convert complex data into actionable insights
• Proven experience designing territories, setting quotas, and building variable compensation plans for enterprise sales teams
• Extensive experience with enterprise CRM systems (Salesforce required) and business intelligence tools
• Strong cross-functional skills with the ability to influence without direct authority and partner effectively with C-level stakeholders and senior sales leadership
• Experience advising or partnering with regional leadership on GTM strategy
• Business-level Japanese required;
  English proficiency strongly preferred

Strong candidates may also have:

• Track record of scaling sales organizations through 3x+ growth periods in B2B software
• Experience in Chief of Staff or Business Operations roles supporting regional leadership, go-to-market strategies for alliances, or consulting
• MBA or advanced degree

Education requirements: We require at least a Bachelor's degree in a related field or equivalent experience.

Location-based hybrid policy: Currently, we expect all staff to be in one of our offices at least 25% of the time. However, some roles may require more time in our offices.

Visa sponsorship: We do sponsor visas! However, we aren't able to successfully sponsor visas for every role and every candidate. But if we make you an offer, we will make every reasonable effort to get you a visa, and we retain an immigration lawyer to help with this.

We encourage you to apply even if you do not believe you meet every single qualification. Not all strong candidates will meet every single qualification as listed. Research shows that people who identify as being from…