Head of Central Sales Strategy

Anthropic’s mission is to create reliable, interpretable, and steerable AI systems that are safe and beneficial for users and society. The team comprises researchers, engineers, policy experts, and business leaders working together to build beneficial AI systems.

About the role

Anthropic’s commercial business is scaling at a pace that outruns any fixed go-to-market plan. New products and capabilities launch on a frontier cadence, new GTM motions get incubated and reorganized in months rather than years, and for each thing we sell, the questions of who we sell it to, how the field and our partners execute, how we win against the alternatives, and whether it’s working have to be answered continuously and globally. This role leads the Sales Strategy team inside our Central GTM Strategy, Operations & Analytics organization, with global scope across our full solution portfolio. The role breaks into three core areas: designing the sales strategy for our solution portfolio (defining core sales motions, targeting across personas/segments/industries/geographies, execution orchestration, competitive response, and KPI/OKR measurement); acting as connective tissue across Product, Marketing, Finance, Sales, Regional Sales Strategy, Customer Success, Enablement, and Operations so every GTM lever drives execution success at scale; and owning the signal — synthesizing field and customer input with pipeline and performance data into a clear view of what’s working, what isn’t, and the systemic issues to solve for faster growth. This is a player-coach role for an operator who moves fluently between targeting models, compete plans, and strategy narratives for senior commercial leaders, is comfortable defining work that doesn’t yet have an owner, and wants to shape how a frontier AI company sells.

Responsibilities

• Solution sales strategy
  • Define the core sales motions for our solutions portfolio and decide which ones the global field prioritizes
  • Define who we target with each motion: personas, segments, industries, and geographies where we invest, and the reasoning behind those choices
  • Design how each motion is executed, including how field and channel roles are orchestrated and which sales assets and programs the field needs; partner with Marketing and Enablement to produce them
  • Own how we compete: competitive positioning for the field, and the design and rollout of compete and takeout campaigns
  • Define how we measure progress on each motion, including the KPIs and OKRs; partner with Operations & Insights to instrument and report them
• Cross-functional GTM alignment
  • 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 the field’s 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 a product, segment, or region is pacing behind its aspiration; drive follow-through until it is back on track
• Signal, insight, and executive alignment
  • Synthesize field and customer signal with pipeline and performance data into a regular point of view on what is and isn’t working and the systemic issues behind it
  • Stand up quick-turn strategic analyses for GTM leadership on questions that need a defensible answer in days rather than quarters
  • Lead cross-functional GTM strategy steering committees: set the agenda, frame the decisions, drive follow-through on what’s decided
  • Serve as a thought partner to the Head of GTM Strategy, Operations & Analytics and to commercial leadership on sales strategy
• Team leadership
  • Lead and develop the Sales Strategy team, including hiring, setting priorities across the pillars above, and setting the bar for the rigor of the team’s work

Requirements

• Have owned sales or go-to-market strategy for a product or product line at a business-to-business 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
• Have designed the following and carried through to rollout in the field: 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
• Have defined the KPIs used to run a sales motion or product line and used them to change how the business operated
• Have managed people, including setting priorities for a team and developing the individuals on it
• Strong analytical fluency: can build the analysis behind a targeting, investment, or performance question in a spreadsheet and set the standard for it on the team
• Diagnose problems from a mix of quantitative data and qualitative field signal, and separate systemic issues from noise
• Excellent written and verbal communication: can put a recommendation in front of senior commercial leaders, take challenge on it, and drive the group to a decision
• Work effectively across functions where you don’t own the outcome, and secure real commitments from partner teams
• Work effectively with ambiguity, novelty, and pace, including being the first person to scope a problem the company hasn’t 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
• Are excited about Anthropic’s mission to develop AI that is safe and beneficial
• Minimum education: Bachelor’s degree or an equivalent combination of education, training, and/or experience in a field relevant to the role as demonstrated through coursework, training, or professional experience
• Years of experience required will correlate with the internal job level requirements for the position

Qualifications

• Extensive experience in sales strategy or product go-to-market