Business System Analyst Lead, Opportunity Acceleration en Anthropic

Híbrido - San Francisco, CA; New York City, NY; Seattle, WA

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The Opportunity is where our sellers live: it’s the center of gravity for pipeline, forecasting, and how leadership reads the business. This role owns how Anthropic’s core sales motion is represented in Salesforce, turning strategy and data design into a functional system that the sales team can rely on. You will partner with sales leadership, RevOps, and developers to design and ship declarative solutions, manage the data model, and ensure the Opportunity domain remains robust and aligned with business goals.

Salary

USD 270,000 - 310,000

Requirements

Skills

  • Experience in GTM/Revenue systems as a Business Systems Analyst, Sales Systems Lead, or RevOps Systems role with real ownership of the Opportunity, pipeline, and forecasting domain
  • Experience designing and rolling out an Opportunity stage model, sales methodology, or forecasting motion at a fast-growing company, owning it from discovery through enablement and adoption
  • Credibility with sales leaders: experience in forecast calls, pipeline coverage, conversion, slippage, and commitment, and ability to push back on a VP when there’s a better answer
  • Hands‑on Salesforce skills, including building with Flow, validation rules, page and Path design, and forecasting setup, and writing clean specs for developers
  • Crisp communication across sellers, sales leadership, RevOps, and engineers, adjusting altitude for each
  • 8+ years of experience in GTM/Revenue systems roles (preferred)
  • Salesforce Administrator certification (preferred)
  • Advanced Administrator, Business Analyst, or Sales Cloud Consultant certification (preferred)
  • Experience partnering with RevOps or Sales Strategy on team‑structure questions (ownership, splits, overlays, territory) and turning those decisions into working system design
  • Curiosity about AI‑assisted systems work and eagerness to fold it into design, build, and documentation; prior hands‑on use is a strong plus
  • Bachelor’s degree or an equivalent combination of education, training, and/or experience (minimum education)
  • Relevant field of study (minimum years of experience required will correlate with internal job level requirements)

Responsibilities

  • Own the design of the Opportunity lifecycle in Salesforce, including stages, sales process, exit criteria, key fields, automation, and guardrails that keep pipeline data trustworthy
  • Partner with sales leadership on the forecasting motion; design and iterate on native Salesforce forecasting and pipeline inspection, and make trade‑off calls on what sellers enter versus the insights the data unlocks
  • Partner with RevOps to systematize how the sales team is represented and credited: opportunity ownership, team selling, splits, overlays, and the territory and role structures those depend on
  • Operationalize the sales methodology in system, turning qualification frameworks and stage discipline into fields, validation, scoring, and in‑context guidance that sellers actually use
  • Own account planning and whitespace as part of the core sales motion, capturing how account plans, coverage, and opportunity identification are connected to pipeline
  • Act as data‑model steward for Opportunity and its closest neighbors, being the named approver for new fields, automation, and integrations touching the object and the keeper of why each exists
  • Build and ship declarative solutions yourself where appropriate, and write specs clean enough that developers can build the rest without extensive clarification
  • Own the seams to adjacent domains (quote‑to‑cash, partner attribution, renewals, lead handoff) so the seller experience is coherent end‑to‑end even when the build sits with another team
  • Evaluate and configure tooling that accelerates in‑pipeline work: deal inspection, activity capture, mutual action plans, guided selling
  • Run discovery, UAT, enablement, and adoption measurement for everything you ship; set the bar for how BSA work is done on this team

Technologies

SalesforceFlowValidation rulesPage LayoutsPathForecasting

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