Head of GTM Programs

About the Role

Anthropic's GTM Programs team turns our most strategic go-to-market priorities into structured, measurable programs. The team is a core strategic business partner to the GTM organization, driving growth and operational excellence and accelerating the safe adoption of frontier AI across the world's leading enterprises. As Head of GTM Programs, EMEA, you will bring that function to Europe, the Middle East and Africa (EMEA), partnering directly with executive sales leaders, frontline managers, and sellers to understand their needs, then design, launch, and measure the programs that meet them.

This is a high-visibility leadership role that combines quantitative rigor with hands-on program execution. You'll work across a diverse group of cross-functional partners, including sales, marketing, enablement, and strategy, to build a connected system of programs that drives measurable pipeline and revenue impact across the region, then adapt those programs as the business evolves. EMEA spans many countries, languages, and buying cultures, so you will also decide what runs once for the region, what is localized, and what is left to country teams.

GTM Programs is a new function, and this is an opportunity to build it, not just join it. Every organization is deciding its AI strategy right now, and the programs this team builds shape how our field meets that moment. You'll help define what a well-run program looks like at Anthropic, with high autonomy.

Key Responsibilities

• Serve as a trusted advisor to EMEA Sales Leadership: bring data-backed insight and recommendations into their operating reviews, including program and resourcing decisions, and shape the strategic initiatives that come out of them.
• Analyze the health of the EMEA pipeline across volume, conversion, velocity, and efficiency, identify breakdowns in the funnel such as lead quality, routing, or segmentation, and partner with Revenue Operations to implement solutions.
• Shape a consolidated demand generation plan and calendar across EMEA's inbound, outbound, and partner channels, aligning to regional and global sales priorities to meet pipeline generation targets.
• Own GTM programs end to end in close partnership with the field: translate leadership priorities into structured programs with clear objectives, owners, and milestones, and carry them from concept through launch, operations, and iteration, with measured uplift as the outcome you're accountable for.
• Partner closely with Marketing, Enablement, and Sales Strategy to standardize playbooks and build a unified, end-to-end approach to pipeline generation and progression rather than disconnected initiatives.
• Decide what to run once for EMEA, what to localize by sub-region or language, and what to leave to country teams, including outreach and data-protection rules that differ by market.
• Introduce AI-driven insights into lead prioritization, forecasting, and opportunity management, partnering with analytics teams to surface predictive signals such as conversion likelihood and deal risk.
• Define the measurement plan before a program launches: baseline, targets, uplift metrics, and how results will be attributed to the program.
• Instrument every program into the GTM operating cadence, so leadership can inspect results in the same reviews where they run the business.
• Package what's working (industry patterns, use cases, activation motions) into repeatable plays that sellers can run without you in the room, and lead program adoption and communication as the sales organization scales.
• Build and lead the EMEA GTM Programs team, developing people across countries and time zones.

Minimum Qualifications

• 10+ year experience in sales programs, sales operations, business development, sales readiness, or marketing within a technology or SaaS environment.
• Experience designing and running sales or GTM programs end to end, with the ability to speak to the uplift they produced, not only the activities they ran.
• Experience designing and leading demand generation campaigns or programs in direct partnership with field sales organizations, ideally across multiple countries.
• Demonstrated analytical and quantitative approach to measuring, reporting on, and optimizing program performance, including familiarity with CRM and pipeline reporting tools (e.g., Salesforce).
• Experience leading and developing a team, including across countries and time zones.
• Strong written and verbal communication skills, with experience presenting to and influencing senior leadership.
• Working knowledge of how data-protection and marketing-consent rules (GDPR, ePrivacy, and national variations) shape outbound and demand generation in Europe.
• Track record of driving cross-functional initiatives to completion across teams without formal authority over them.
• Comfort working in fast-moving, ambiguous environments and building where no process exists yet.
• Excitement about Anthropic's mission to develop AI that is safe and beneficial.

Preferred Qualifications

• Experience combining sales programs with marketing or sales readiness/enablement functions.
• Experience designing measurement or attribution frameworks for GTM motions, such as pipeline sourced and influenced models, activation funnels, or experiment designs like control groups and staged rollouts.
• Experience working inside or alongside a sales organization's operating cadence (forecast calls, pipeline reviews, account reviews) and making program results legible within it.
• Track record of building and scaling operational frameworks in a fast-paced, matrixed organization.
• Experience introducing AI or advanced analytics into sales or revenue workflows, such as lead scoring, forecasting, or predictive deal signals.
• Hands-on experience creating AI workflows with Claude or similar tools, and comfort running and improving them at operational volume.
• Experience leading programs through periods of GTM or organizational change.
• Experience in a high-growth AI, ML, or other emerging technology company, and an understanding of how enterprises evaluate, adopt, and scale AI.
• Experience as an early hire in a new function or team, helping define how it operates.
• Experience with partner and marketplace-led motions.
• Fluency in one or more European languages.

Annual Salary: 195000 - 225000 GBP