Sales Strategy, Operational Excellence
About this role
Professionals who find genuine satisfaction in making complex organizations run smoothly and taking tribal knowledge from spreadsheets and chat channels into documented standards will thrive in this role. Anthropic is looking for a Sales Strategy, Operational Excellence partner to manage the operating system of the go-to-market organization as it scales rapidly. This person sits at the center of the Chief Commercial Officer's operating rhythm, acting as the connective tissue between Sales leadership, Revenue Operations, Finance, and Systems to ensure forecast cadences, planning cycles, and operational standards run cleanly.
The role exists because building durable operating mechanisms is a strategic asset when the business model evolves faster than the playbook. Responsibilities include running weekly forecast and pipeline reviews, program-managing annual planning cycles, driving target setting and quota deployment, and establishing consistent KPI definitions. The ideal candidate possesses deep experience in sales operations, revenue operations, or business operations, paired with exceptional program management skills and an ability to hold cross-functional partners accountable without direct authority.
What you will do
- Manage the end-to-end delivery of the CCO operating cadence, including weekly forecast and pipeline reviews, monthly business reviews, and quarterly business reviews.
- Prepare review inputs, maintain calendar and prep timelines, and capture decisions, commitments, and risks to drive open items to resolution.
- Develop performance narratives that connect metrics to business changes and pressure-test bottom-up calls against pipeline coverage and historical conversion.
- Establish a single set of KPI definitions, operating standards, and best practices across Sales and Strategy teams.
- Drive the target-setting process by translating company goals into clear, measurable targets for the field.
- Document core processes such as forecasting methodology and deal stage criteria, driving adoption through enablement and reinforcement.
- Partner with Systems and Analytics to transition repeatable manual work into tooling and use Claude to accelerate documentation and data aggregation.
What you need
- Direct experience supporting the operating cadence of a sales organization in sales operations, sales strategy, revenue operations, or business operations.
- Demonstrated background running or materially supporting core GTM planning processes end to end, such as annual planning, target setting, quota allocation, territory design, or comp plan rollout.
- Exceptional program management abilities to take loosely defined cross-functional efforts and drive them to deadlines across teams.
- Thorough understanding of sales organization rhythms, including forecast calls, commit definitions, pipeline coverage, and quota fairness.
- High attention to detail combined with the flexibility to adapt standards when necessary.
- Clear communication skills across leadership, peers, and cross-functional teams.
Nice to have
- Fluency in Excel/Sheets and comfort working in Salesforce
- SQL or Looker experience
- Experience with sales compensation design and administering SPIFs, accelerators, and plan mechanics
- Exposure to consumption-based or usage-based revenue models
- Familiarity with planning and territory tools like Anaplan, Pigment, or Fullcast
Skills and tech stack
Questions candidates ask
What is the remote or office policy for this role?
Anthropic has a location-based hybrid policy. Staff are expected to be in one of the offices at least 25% of the time, though some roles may require more time in-office.
What is the compensation range for this position?
The annual On Target Earnings range is $270,000 to $310,000 USD. This range includes both the sales commissions or sales bonuses target and the annual base salary.
What tools and technologies are used in this role?
The tech stack includes Excel or Google Sheets for modeling, Salesforce, optional SQL or Looker experience, and planning or territory tools like Anaplan, Pigment, or Fullcast. Claude is also used to accelerate documentation, data aggregation, and process design.
Does Anthropic offer visa sponsorship for candidates?
Yes, the company does sponsor visas and retains an immigration lawyer to assist. They make every reasonable effort to secure a visa if an offer is extended, though they cannot sponsor visas for every role and candidate.