GTM Strategy & Operations, FDE
About this role
Anthropic is building reliable, interpretable, and steerable AI systems designed to be safe and beneficial for users and society. The Forward Deployed Engineering team embeds directly with strategic customers to construct production AI systems on Claude, creating repeatable patterns for partners while feeding real-world insights back to Product and Research.
This strategy and operations role partners closely with FDE leadership to design headcount plans, capacity models, commercial terms, and reporting mechanisms. Responsibilities include building financial and staffing frameworks, managing business reviews, and automating workflows using Claude. Candidates who thrive in this environment possess deep operational fluency in services or technical deployment businesses, excel at cross-functional alignment, and operate comfortably amid ambiguity and rapid growth.
What you will do
- Develop annual and quarterly plans covering headcount, hiring by region, capacity, utilization, and engagement mixes.
- Construct comprehensive demand, staffing, and capacity models with clear assumptions and SQL-backed data.
- Lead monthly and quarterly business reviews by establishing KPIs, managing scorecards, and authoring leadership materials.
- Collaborate with Revenue Operations and Data Science to automate engagement, staffing, and outcome reporting.
- Partner with Finance, Deal Desk, and Legal to shape commercial pricing, discounting, packaging, and portfolio economics.
- Design operational plans and economic models for scaling delivery through third-party partners.
- Partner with the People team to design organizational structures, manager spans, and regional headcount allocation.
- Leverage Claude Code and agents to build and maintain reporting models, dashboards, and operational workflows.
What you need
- Professional background in strategy and operations, business operations, strategic finance, or consulting with direct exposure to professional services or solutions engineering teams.
- Comprehensive understanding of services business mechanics including utilization, staffing mix, backlog, rates, margin, and customer outcomes.
- Proven ability to build capacity or staffing models from scratch, justify assumptions, and extract necessary data using SQL.
- Demonstrated experience running planning cycles and business reviews for senior leadership while authoring the underlying materials.
- Strong capability to transform ambiguous questions into actionable recommendations, decisions, and standardized processes.
- Track record of earning trust and influencing senior technical and commercial stakeholders without direct authority.
- High comfort level working quickly with imperfect data and iterative operational processes.
Nice to have
- 10+ years in GTM strategy and operations, business operations or consulting
- Built the operations of a professional services or FDE team through a period of fast growth
- Worked on services pricing, statements of work and deal terms with Finance and Legal
- Built or managed delivery partner programs, including subcontracting, co-delivery and partner economics
- Experience in a consumption or usage-based business, including tying services work to product usage
- Enough technical fluency to talk with engineers about how LLM applications are built (agents, evals, MCP)
- Experience with Salesforce and professional services automation (PSA) tools
- Experience at an AI, cloud or developer infrastructure company
- Experience preparing materials for executive and board audiences
Skills and tech stack
Questions candidates ask
What is the remote or office policy for this role?
Anthropic maintains a location-based hybrid policy where staff are expected to be in one of the offices at least 25% of the time, though some roles may require additional in-office presence.
What is the salary range for this position?
The annual base salary range for this role is $270,000 to $310,000 USD.
Will visa sponsorship be provided if needed?
Anthropic does sponsor visas and retains an immigration lawyer to assist with the process, making every reasonable effort to secure visas for candidates who receive an offer.