About this role
Analytical professionals who thrive at the intersection of finance, sales, and legal operations will find a natural home in this position at Anthropic in Tokyo. The deal strategy team operates as a crucial engine for revenue expansion, building standardized processes and managing intricate transactions that balance transaction speed with necessary financial discipline. Daily responsibilities involve constructing sophisticated financial models, optimizing pricing structures, and serving as the primary bridge between commercial and compliance departments to support rapid company growth.
This role exists to ensure that customer-facing agreements protect the organization's strategic interests while enabling products to reach the market efficiently. Success in this capacity demands a sharp eye for detail, strong cross-functional communication abilities, and comfort navigating fast-paced, ambiguous environments. Anyone who enjoys designing scalable workflows from the ground up and tackling complex commercial problems will excel in this position.
What you will do
- Conduct thorough growth and margin analysis, discount impact assessments, and deal profitability modeling to support data-driven decision making.
- Collaborate directly with sales teams to structure deals that meet customer needs while protecting company financial and strategic interests.
- Review and analyze enterprise deals exceeding standard parameters, focusing closely on pricing structures, contract terms, and financial implications.
- Serve as the primary liaison between sales, finance, legal, and compliance teams throughout the deal lifecycle to ensure smooth coordination and timely approvals.
- Evaluate potential risks present in non-standard deal terms and escalate them appropriately to senior stakeholders.
- Help develop and maintain deal approval policies, pricing guidelines, and exception handling procedures aligned with broader company objectives.
- Create and refine approval workflows, escalation procedures, and standardized templates that enable efficient processing of complex transactions.
- Maintain comprehensive deal documentation and provide regular reporting on deal strategy metrics, trends, and performance.
What you need
- Demonstrated professional experience in deal strategy, deal desk, finance, sales strategy and operations, or related analytical roles, preferably within a high-growth technology environment.
- Hands-on expertise in building sophisticated financial models, conducting pricing optimization, and structuring complex commercial deals.
- Excellent communication and stakeholder management abilities with a proven track record of successful coordination across multiple departments.
- Strong process improvement instincts, meticulous attention to detail, and the ability to design scalable operational workflows.
- Working familiarity with CRM systems, CPQ tools, and contract management platforms.
- Ability to operate effectively in fast-paced and ambiguous environments while maintaining high accuracy.
Nice to have
- 5+ years of relevant experience
- Experience at a SaaS, cloud, or AI/ML company with complex enterprise sales cycles
- Background in consulting, investment banking, or other roles requiring deep analytical and strategic thinking
- Experience with deal desk operations at companies with subscription and consumption-based business models
- Knowledge of enterprise software contract terms, industry-standard commercial practices, and AI business models
Benefits
- Competitive compensation and benefits
- Optional equity donation matching
- Generous vacation
- Parental leave
- Flexible working hours
- Office space in which to collaborate with colleagues
Skills and tech stack
Questions candidates ask
What is the remote work or office policy for this role?
Anthropic maintains a location-based hybrid policy where all staff are expected to be in one of the offices at least 25% of the time, though some roles may require more time in the office.
Does Anthropic offer visa sponsorship for this position?
Yes, the company does sponsor visas and retains an immigration lawyer to help, making every reasonable effort to secure a visa if an offer is extended.
What background is required in terms of education and experience?
Candidates need a bachelor’s degree or an equivalent combination of education, training, and experience in a relevant field. Years of experience required correlate with the internal job level requirements for the position.
What should I do if I do not meet every single listed qualification?
Candidates are encouraged to apply even if they do not believe they meet every single qualification, as not all strong candidates meet every listed requirement.