Head of Central Sales Strategy

The shape of it

In the posting’s own words

You’ll lead the Sales Strategy team inside our Central GTM Strategy, Operations & Analytics organization, with a global scope across our full solution portfolio. That breaks into three things.

What it asks for · 11

• 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: you can build the analysis behind a targeting, investment, or performance question yourself in a spreadsheet, and set the standard for it on your team
• Diagnose problems from a mix of quantitative data and qualitative field signal, and separate systemic issues from noise
• Excellent written and verbal communication: you 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

Also a plus

• Extensive experience in sales strategy or product go-to-market, ideally in a commercial organization whose product line and go-to-market grew substantially during your tenure
• Strong acumen on AI, cloud infrastructure, or other usage-based and API-driven business models, and with how enterprises evaluate and adopt AI products
• Have taken a new product or capability from launch to an established sales motion in the field
• Have worked across multiple regions, or with several routes to market at once, such as direct field sales, self-serve or usage-based adoption, and channel or partner-led sales, and understand how strategy differs across them
• Have run compete or takeout programs against established incumbents
• Have supported or run an executive operating cadence, such as steering committees, planning cycles, or a weekly leadership forum
• Have owned or co-owned a recovery plan for a business that was behind its targets
• Background in management consulting or a comparable analytical role, paired with subsequent in-house operating experience

Tools and skills named

Words the posting leans on

• sales25×
• strategy22×
• product16×
• field13×
• sales strategy12×
• gtm10×
• motion9×
• partner8×
• business7×
• behind6×
• operations6×
• plan6×
• commercial5×
• compete5×
• decisions5×
• gtm strategy5×

Counted from the posting after the mission statement and the legal notices are set aside. The ones near the top are the ones a screener is looking for.

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