Head of Sales Strategy, Global GTM en Anthropic

Presencial - San Francisco, CA, USA | New York City, NY, USA

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Anthropic is seeking a Head of Sales Strategy, Global GTM to lead the Sales Strategy team within the Central GTM Strategy, Operations & Analytics organization. The role owns the design of sales motions, target segmentation, execution plans, competitive positioning, and performance measurement for a global solutions portfolio. The candidate will align cross‑functional teams, synthesize field data, drive strategic decisions, and develop the sales strategy organization while ensuring alignment with product, marketing, finance, and customer success functions.

Requirements

Skills

  • Owned sales or go-to-market strategy for a product or product line at a B2B technology company in a sales strategy, product GTM, revenue strategy, or GTM strategy and operations role, or advised on it in a strategy consulting role
  • Designed and rolled out a sales motion or set of sales plays with targeting and execution guidance, a competitive positioning or compete program, a targeting model across personas, segments, or industries
  • Defined KPIs used to run a sales motion or product line and used them to change how the business operated
  • Managed people, including setting priorities for a team and developing the individuals on it
  • Strong analytical fluency: built analysis behind a targeting, investment, or performance question in a spreadsheet and set the standard for it on the team
  • Diagnosed problems from a mix of quantitative data and qualitative field signal, separating systemic issues from noise
  • Excellent written and verbal communication: delivered recommendations to senior commercial leaders and drove the group to a decision
  • Worked effectively across functions where the outcome was not owned and secured real commitments from partner teams
  • Worked effectively with ambiguity, novelty, and pace, being the first to scope problems the company had not solved before
  • Strong hands‑on skills in using AI as a thought partner and work accelerator; comfortable building AI skills and agents to improve personal and team productivity

Responsibilities

  • Define core sales motions for the solutions portfolio and decide which ones the global field prioritizes
  • Define target personas, segments, industries, and geographies for each motion and justify choices
  • Design execution of each motion, including field and channel roles orchestration and required sales assets and programs, partnering with Marketing and Enablement to produce them
  • Own competition: competitive positioning for the field and design and rollout of compete and takeout campaigns
  • Define measurement of progress on each motion, including KPIs and OKRs, and partner with Operations & Insights to instrument and report them
  • Act as connective tissue across Product, Marketing, Finance, Sales, Regional Sales Strategy, Customer Success, Enablement, and Operations so each function’s plans support the same product and solution outcomes
  • Bring field perspective into product launch and roadmap decisions and translate product decisions into changes to sales strategy
  • Co‑own recovery plans with sales strategy partners when product, segment, or region is pacing behind aspiration, and drive follow‑through until back on track
  • Synthesize field and customer signal with pipeline and performance data into regular points of view on what works and systemic issues
  • Stand up quick‑turn strategic analyses for GTM leadership on questions requiring defensible answers in days
  • Lead cross‑functional GTM strategy steering committees: set agenda, frame decisions, and drive follow‑through on decisions
  • Serve as a thought partner to the Head of GTM Strategy, Operations & Analytics and to commercial leadership on sales strategy
  • Lead and develop the Sales Strategy team, including hiring, setting priorities across pillars above, and setting the bar for the rigor of the team’s work

Technologies

AI

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