GTM Strategy & Operations - FDE

About the role

Forward Deployed Engineering (FDE) embeds with our most strategic customers to build production AI systems on Claude. The team takes on work where no playbook exists yet, turns what works into repeatable patterns for partners and our field teams, and brings what it learns back to Product and Research. Demand for FDE is well ahead of the team's capacity, and the team is growing quickly across the Americas, Europe and Asia.

We're hiring a dedicated Strategy & Operations Lead for FDE. You'll be the strategy partner to FDE leadership and own the plan: headcount and capacity, the mix of work the team takes on, how engagements are priced and measured, and how more of the work moves to partners. You'll run the business reviews and build the reporting leadership uses to make these calls.

You'll sit on our GTM Strategy & Operations team, dedicated full time to FDE. You'll work closely with Finance, Deal Desk, Legal, Revenue Operations, Partnerships and Applied AI, and with the FDE program leads who run pre-sales and delivery. This is a hands-on role. You'll build the models and dashboards yourself and use Claude to automate as much of the reporting as you can.

Key responsibilities:

• Own the plan. Build FDE's annual and quarterly plan: headcount and hiring by region and role, capacity, utilization, and the mix of commercial, research and mission-driven engagements.
• Model demand and capacity. Build the demand, capacity and staffing models behind the plan, with scenarios leadership can use for hiring and prioritization decisions.
• Run the business reviews. Lead FDE's monthly and quarterly reviews. Set KPIs with FDE leadership, own the scorecard, and write the materials for GTM and company leadership.
• Build the reporting. Work with Revenue Operations and Data Science to get engagement, staffing and outcome data into our systems so reporting runs without manual work. Measure what engagements lead to: production launches, consumption, expansion, and patterns partners reuse.
• Shape the commercial model. Partner with Finance, Deal Desk and Legal on how FDE engagements are priced, packaged, discounted and contracted, and track the economics of the portfolio.
• Scale through partners. Build the plan and the economics for moving more work to delivery partners: which engagements partners own, co-deliver or get Anthropic advice on, what capacity they need, and how we measure their quality and cost.
• Design the org. Work with FDE leadership and People on new roles, manager spans and where new headcount lands as the team grows.
• Lead cross-functional projects. Take on questions that span Sales, Applied AI, Customer Success, Product and Research, from defining the problem through to a decision and a working process.
• Automate with Claude. Use Claude Code and agents to build and run the models, dashboards and workflows this role depends on.

Minimum qualification:

• Have worked in strategy and operations, business operations, strategic finance or consulting, including direct work with a professional services, implementation, solutions engineering or forward deployed team
• Understand how a services business makes and loses money: utilization, staffing mix, rates, backlog and margin, and how they connect to customer outcomes
• Can build a capacity or staffing model from scratch, explain every assumption in it, and pull the data yourself with SQL
• Have run planning cycles and business reviews for a senior leader and written the materials yourself
• Have taken an unclear question to a recommendation, a decision and a process that other teams still use
• Earn the trust of senior technical and commercial leaders and can influence them without direct authority
• Are comfortable working fast with imperfect data and simple processes that you improve as you go
• Use AI tools in your own work today and want to push that much further
• Are excited about Anthropic's mission to build AI that is safe and beneficial

Preferred qualification:

• 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

Annual Salary: 270000 - 310000 USD