Sales Strategy & Operational Excellence Lead

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 seeking a highly organized, analytically grounded Sales Strategy, Operational Excellence partner to help run the operating system of our go-to-market organization. As Anthropic's GTM motion scales rapidly, the difference between a sales org that grows and one that grows well comes down to operating discipline: a forecast call that runs the same way every week, a planning cycle where every team knows the timeline before it starts, and a single set of standards that Sales and Strategy both recognize as their own.

You will sit at the center of the CCO's operating rhythm and act as the connective tissue between Sales leadership, Revenue Operations, Finance, and Systems. Week to week, that means making sure the forecast and pipeline cadences run cleanly and that the inputs leaders are looking at are consistent and trusted. Quarter to quarter, it means driving the mechanics of target setting and quota deployment.

Annually, it means program-managing the planning cycle so that territories, capacity, comp, and targets land on time and tie together. The ideal candidate is someone who finds genuine satisfaction in making a complex organization run smoothly. You can take a process that exists as tribal knowledge across five spreadsheets and three Slack channels and turn it into a single, documented standard that people actually follow.

You are comfortable being the person in the room who knows what's due, from whom, by when, and you can hold cross-functional partners accountable without authority. In a business where the model is evolving faster than the playbook, the ability to build durable operating mechanisms is itself a strategic asset.

• Support the weekly forecasting and pipeline review cadence for the CCO and Sales leadership: prepare the inputs, run the mechanics, capture actions, and make sure follow-ups close
• Own the calendar, templates, and pre-read standards for recurring operating reviews (forecast, pipeline, QBRs) so leaders spend their time on decisions, not logistics
• Track commitments and risks coming out of operating reviews and drive them to resolution between meetings

• Establish and maintain a single set of operating standards, definitions, tools, and best practices across the Sales and Strategy organization so that teams are running the same plays the same way
• Document core processes (forecasting methodology, pipeline hygiene, deal stage criteria, rules of engagement) and drive adoption through enablement and reinforcement, not just publication
• Identify where teams have diverged in process or tooling, understand why, and bring them back to a common standard without breaking what's working locally

• Act as the program management backbone for annual and in-year planning: standardize timelines, templates, and tooling; serve as the central DRI for data aggregation; and be the primary point of contact for cross-functional partners like Systems, Finance, and HR
• Support target setting across the broader GTM organization, building the models and managing the process that translates the company plan into segment, region, and team-level numbers
• Support comp plan design and quota setting: partner with Sales leadership, Finance, and Total Rewards on plan mechanics, manage the quota allocation and deployment process, and ensure quotas reconcile to plan
• Support territory and capacity planning by maintaining the headcount-to-coverage view and flagging gaps before they become attainment problems

• Design processes that hold up as the organization triples; what works as a spreadsheet today should have a clear path to a system tomorrow
• Build the templates, runbooks, and documentation so operating quality doesn't…