Sales Strategy and Ops @ Anthropic

Operations & Logistics (1)

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.

About the role:

As a Sales Strategy & Operations Partner focused on the Industry segment, you'll be instrumental in driving revenue growth across key industry verticals by partnering with sales leadership to develop, refine, and execute industry-specific go-to-market strategies. You will serve as a trusted advisor and operational force multiplier, bringing deep B2B SaaS expertise to help teams achieve revenue targets while building scalable frameworks that drive industry-specific customer success.

Responsibilities:

Enterprise Strategy & Analysis:

Partner with sales and regional leaders to develop gtm strategy, motions, country/ region prioritisation and sector focus and strategy. Refine industry-specific go-to-market strategies across key verticals (e.g., Financial Services, Healthcare, Technology, Retail, Manufacturing etc.)
Identify Industry customer needs, pain points etc. and share feedback cross functionally to guide solution building across global teams such as product, engineering, finance, legal etc.
Build and maintain industry-specific value propositions, use cases, and sales playbooks
Drive territory and account segmentation strategies based on industry characteristics and opportunity
Establish industry benchmarks and best practices to guide sales approach and prioritization
Work with Finance on target setting, planning and bottom-up modeling

Go-to-Market Strategy & Execution:

Develop comprehensive industry frameworks that standardize how customers in each vertical derive value from our solutions
Drive quarterly, semi-annual, and annual planning cycles for industry-focused GTM segments
Analyze industry-specific sales metrics and pipeline dynamics to develop proactive insights
Partner with Account Executives to evolve sales motions and industry best practices based on vertical nuances
Continuously evaluate market opportunities, competitive positioning, and whitespace within target industries

Cross-Functional Leadership:

Lead collaboration across Strategy and RevOps, Sales Enablement, Strategic Finance, Product, and Marketing teams to ensure industry alignment
Work with Product teams to communicate industry-specific feature requirements and market feedback
Prepare executive-level materials including industry performance reviews, strategic planning sessions, and board updates
Drive alignment across teams to ensure consistent execution of industry-specific go-to-market strategies
Partner with Marketing on industry-focused campaigns, events, and thought leadership initiatives

Operational Excellence:

Remove operational bottlenecks specific to complex industry sales cycles and compliance requirements
Execute critical processes including strategic account transitions, industry-specific CRM configurations, and vertical market data management
Optimize sales technology stack and ensure effective adoption of Salesforce and other sales tools
Establish sales process methodology, qualification criteria, and stage definitions for consistent execution
Ensure smooth operations across complex, multi-stakeholder sales motions typical in enterprise B2B software

You may be a good fit if you have:

Required qualifications:

10+ years of experience in B2B SaaS or enterprise software, with focus on sales strategy, revenue operations, industry consulting, or commercial roles
Deep expertise in one or more enterprise industry verticals with proven track record of driving growth in those markets
Strong analytical capabilities with demonstrated ability to convert complex industry data into actionable insights and strategy
Direct experience in commercial GTM roles selling or supporting sales of B2B software solutions to enterprise customers
Proven experience designing territories, setting quotas, and building variable compensation plans for enterprise sales teams
Track record of building sales capacity models, productivity frameworks, and headcount planning processes
Extensive experience with enterprise CRM systems (Salesforce required) and business intelligence tools
Proven ability to influence and partner with C-level stakeholders and senior sales leadership
Track record of developing industry-specific frameworks, sales plays, and value propositions
Bachelor's degree in business, economics, or related field

Strong candidates may also have:

Experience at high-growth B2B SaaS companies, particularly in industry-focused GTM or vertical sales roles
Background in AI/ML, cloud infrastructure, or enterprise software companies serving multiple industries
Track record of scaling sales organizations through 3x+ growth periods in B2B software, "including territory expansion and comp plan evolution"
MBA or advanced degree
Experience building industry-specific go-to-market motions from scratch
Track record of scaling sales organizations through 3x+ growth periods in B2B software
Direct enterprise sales or sales engineering experience in complex, multi-stakeholder environments
Experience with emerging technologies (AI, ML) in enterprise contexts
Management consulting experience with focus on industry strategy or commercial excellence

Deadline to apply: None. Applications will be reviewed on a rolling basis.

The annual compensation range for this role is listed below.

For sales roles, the range provided is the role’s On Target Earnings ("OTE") range, meaning that the range includes both the sales commissions/sales bonuses target and annual base salary for the role.

Annual Salary:

£120,000—£170,000 GBP

Logistics

Minimum education: Bachelor’s degree or an equivalent combination of education, training, and/or experience

Required field of study: A field relevant to the role as demonstrated through coursework, training, or professional experience

Minimum years of experience: Years of experience required will correlate with the internal job level requirements for the position

Location-based hybrid policy: Currently, we expect all staff to be in one of our offices at least 25% of the time. However, some roles may require more time in our offices.

Visa sponsorship: We do sponsor visas! However, we aren't able to successfully sponsor visas for every role and every candidate. But if we make you an offer, we will make every reasonable effort to get you a visa, and we retain an immigration lawyer to help with this.

We encourage you to apply even if you do not believe you meet every single qualification. Not all strong candidates will meet every single qualification as listed. Research shows that people who identify as being from underrepresented groups are more prone to experiencing imposter syndrome and doubting the strength of their candidacy, so we urge you not to exclude yourself prematurely and to submit an application if you're interested in this work. We think AI systems like the ones we're building have enormous social and ethical implications. We think this makes representation even more important, and we strive to include a range of diverse perspectives on our team.

Your safety matters to us. To protect yourself from potential scams, remember that Anthropic recruiters only contact you from @anthropic.com email addresses. In some cases, we may partner with vetted recruiting agencies who will identify themselves as working on behalf of Anthropic. Be cautious of emails from other domains. Legitimate Anthropic recruiters will never ask for money, fees, or banking information before your first day. If you're ever unsure about a communication, don't click any links—visit anthropic.com/careers directly for confirmed position openings.

How we're different

We believe that the highest-impact AI research will be big science. At Anthropic we work as a single cohesive team on just a few large-scale research efforts. And we value impact — advancing our long-term goals of steerable, trustworthy AI — rather than work on smaller and more specific puzzles. We view AI research as an empirical science, which has as much in common with physics and biology as with traditional efforts in computer science. We're an extremely collaborative group, and we host frequent research discussions to ensure that we are pursuing the highest-impact work at any given time. As such, we greatly value communication skills.

The easiest way to understand our research directions is to read our recent research. This research continues many of the directions our team worked on prior to Anthropic, including: GPT-3, Circuit-Based Interpretability, Multimodal Neurons, Scaling Laws, AI & Compute, Concrete Problems in AI Safety, and Learning from Human Preferences.

Come work with us!

Anthropic is a public benefit corporation headquartered in San Francisco. We offer competitive compensation and benefits, optional equity donation matching, generous vacation and parental leave, flexible working hours, and a lovely office space in which to collaborate with colleagues. Guidance on Candidates' AI Usage: Learn about our policy for using AI in our application process.

Sales Strategy and Ops

Anthropic

Compensation Overview

About Anthropic

Logistics

How we're different

Come work with us!

Simplify's Take

What believers are saying

What critics are saying

What makes Anthropic unique

Your Connections

Benefits

Growth & Insights and Company News

6 month growth

1 year growth

2 year growth