Head of GTM Programs

The shape of it

In the posting’s own words

This is a zero-to-one role. There's no existing playbook to inherit: you'll define what "GTM programs" means at Anthropic, build the initial roadmap, and bring the coordination that lets a fast-growing global GTM organization move faster and more consistently. You'll spend your first months embedded with GTM teams and their leaders, learning where the largest opportunities are and where the right content or coordination would make the biggest difference. Then you'll build it.

What it asks for · 5

• Experience building or scaling go-to-market programs, content, or productivity initiatives within a B2B organization
• A track record of designing and launching playbooks or content that go-to-market teams adopted and used
• Experience partnering directly with multiple go-to-market functions — such as sales, marketing, partnerships, or customer success — and with revenue operations to identify and solve productivity gaps
• Experience leading cross-functional programs end-to-end with a high degree of autonomy
• Experience writing clear, concise go-to-market content or playbooks for use by others

Also a plus

• Experience building a GTM programs, sales programs, or enablement function from scratch, ideally during a period of rapid company growth
• Experience supporting a global or multi-region go-to-market organization
• Background in AI, machine learning, or other emerging technology sectors
• Experience using data to evaluate program effectiveness and to influence go-to-market and revenue operations leadership

What the job covers

• Build the global GTM programs function from scratch, working with GTM and revenue operations leadership to define priorities and a roadmap for your first year
• Design and maintain a scalable set of GTM content and playbooks that teams actually use, and keep them current as products, messaging, and the market evolve
• Establish a single, well-organized source of truth for GTM content, with clear ownership and version control across global teams
• Drive alignment across sales, marketing, partnerships, and customer success so that programs work end-to-end rather than optimizing for one function at another's expense
• Use feedback and performance data from across GTM to continuously identify gaps and refine programs and content
• Define success metrics for new programs — adoption, time-to-value, and productivity impact — and report on them regularly
• Partner with regional GTM leaders so that global programs reflect the realities of different markets and segments

Degree language

• Experience leading cross-functional programs end-to-end with a high degree of autonomy

Tools and skills named

Words the posting leans on

• programs12×
• gtm11×
• content8×
• experience7×
• go-to-market7×
• global6×
• function5×
• playbooks5×
• build4×
• gtm programs4×
• organization4×
• revenue operations4×
• coordination3×
• customer success3×
• define3×
• marketing partnerships3×

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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