GTM Strategy & Operations (Industries), EMEA
London, UKFull-TimeMid-levelOperations
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.
Industry 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
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.
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.
