Technical Program Manager, Revenue Operations

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

Anthropic is seeking a Technical Program Manager to join our Revenue Operations organization as part of the GTM Programs team. Your central objective is seller efficiency: removing the friction, manual work, and process gaps that keep our account executives from spending their time with customers. You'll drive the cross-functional initiatives that make that possible, including transformational programs like overhauling the quoting process end-to-end, redesigning forecasting, or transforming Salesforce into a platform for agentic selling where Claude works alongside sellers. You'll also manage ongoing territory rollouts, process changes, and systems work that keeps the GTM engine running.

Your work will sit at the intersection of Sales, Revenue Operations, GTM Systems, Finance, Marketing, and Legal. You'll own initiatives that span both process and systems, ensuring changes land cleanly for the teams who rely on them. You'll need to understand our GTM stack well enough to scope work with engineers and admins, and grasp seller workflows to ensure plans survive real-world execution.

As our go-to-market organization grows, many programs you run will be first-of-their-kind—both for Anthropic and the industry. You'll help define what it means to rebuild sales motions around frontier AI, treating operational excellence as an ongoing practice of measuring seller time, identifying drag, and eliminating it.

Responsibilities

• Partner with Revenue Operations, Sales, and GTM Systems leaders to define, scope, and sequence initiatives on the GTM Programs roadmap, prioritizing work with the greatest impact on seller productivity
• Lead transformational programs that redesign core GTM processes and systems (e.g., quoting, forecasting, Salesforce) from the ground up, rather than optimizing existing workflows
• Identify where sellers lose time to manual work, unclear processes, or tooling gaps; quantify the cost and turn high-value fixes into programs
• Own end-to-end program plans, milestones, and dependency maps for multi-team initiatives spanning process, data, systems, and enablement
• Act as the primary bridge between Sales stakeholders and GTM systems teams, translating requirements in both directions
• Drive cross-functional coordination across Sales, Revenue Operations, GTM Systems, Finance, Marketing, Legal, and Enablement
• Manage change for the field: plan communications, training, and rollout timing to ensure adoption of new processes and tools
• Identify risks, blockers, and resourcing gaps early and drive them to resolution
• Provide clear, candid reporting on program status, decisions, and risks to Revenue Operations and Sales leadership
• Define success metrics for each program, including impact on seller time and productivity, and validate outcomes post-launch
• Continuously raise the bar on GTM operations by retiring outdated processes and simplifying existing ones

Requirements

• Experience leading complex, cross-functional programs from definition through delivery, including those with significant systems or data components
• Working knowledge of go-to-market processes (e.g., territory planning, lead-to-cash, forecasting, deal desk) and Sales operations
• Hands-on familiarity with Salesforce as a user or program owner, sufficient to scope work and evaluate tradeoffs with engineers and admins
• Proficiency with core program management practices: building plans, tracking dependencies, running planning cadences, and managing risk
• Strong written and verbal communication, including the ability to distill technical and operational details for sales leadership
• Track record of influencing without authority and building alignment across teams with competing priorities
• Comfort operating in ambiguity and shifting priorities while keeping the larger goal in view
• Demonstrated orientation toward operational excellence: a history of identifying and eliminating inefficiencies in team workflows

Qualifications

• Experience in Revenue Operations, Sales Operations, GTM Systems, or a similar function at a high-growth technology company
• Experience leading ground-up redesigns of core GTM processes or systems (e.g., quoting, forecasting, CRM transformation)
• Experience applying AI or automation to sales workflows, or strong opinions on how agentic tools should change seller workflows
• Familiarity with the broader GTM tool ecosystem (e.g., CPQ, Gong, marketing automation, data enrichment, GTM analytics)
• Ability to query data directly (e.g., SQL or Salesforce reporting) to verify program status and measure outcomes
• Experience leading change management for large field organizations
• Experience measuring and improving seller productivity (e.g., time-to-productivity, selling time, process cycle times)
• Experience building program management frameworks or a programs function in a rapidly scaling organization
• Prior experience as a systems administrator, analyst, or engineer on a GTM stack
• A strong interest in Anthropic's mission and ensuring AI is developed safely

Pay

Annual Salary: $365,000—$435,000 USD (includes base salary and sales commissions/bonuses target for the role).

Schedule

Location-based hybrid policy: We expect all staff to be in one of our offices at least 25% of the time, though some roles may require more in-office time.