GTM Programs Manager, AMER

The shape of it

In the posting’s own words

We're looking for a dynamic operator: a senior individual contributor who will serve as a trusted advisor to AMER Sales Leadership, driving strategic initiatives across Anthropic's GTM organization and owning a portfolio of programs end to end. You'll build a deep understanding of our organization and priorities, where we are and where we're going, and turn that vision into plans you execute: data-driven in determining what needs to happen, creative in how you design each program, and outcomes-driven in ensuring it drives the success of the field.

What it asks for · 7

• Have designed and run sales or GTM programs end to end with measured results, and can speak to the uplift they produced, not only the activities they ran
• Strong analytical capabilities: fluency with CRM data and reporting (e.g., Salesforce) and BI dashboards, and a demonstrated ability to turn complex data and ambiguous, open-ended problems into clear analysis, options, and a recommendation
• Structured program management: plans, milestones, risks, dependencies, and a decision log that keeps stakeholders on one version of the truth
• Have driven cross-functional initiatives to completion across teams without formal authority over any of them
• Communicate clearly with both sellers and senior leadership, and can make complex material simple enough for the field to act on
• Work effectively in fast-moving environments with high ambiguity, and are comfortable building where no process exists yet
• Are excited about Anthropic's mission to develop AI that is safe and beneficial

Also a plus

• Extensive experience in GTM programs, sales strategy and operations, or a consulting background with a track record of building for clients rather than only advising
• Hands-on experience creating AI workflows with Claude or similar tools, and comfort running and improving them at operational volume
• Have designed measurement or attribution frameworks for GTM motions, such as pipeline sourced and influenced models, activation funnels, or experiment designs like control groups and staged rollouts
• Strong understanding of GTM data and the drivers behind it
• Have run pipeline generation, activation, or adoption programs and can quantify their impact
• Have worked inside or alongside a sales organization's operating cadence (forecast calls, pipeline reviews, account reviews) and know how to make program results legible within it
• Have built industry or vertical GTM plays, or use-case-based selling motions, and understand how to package them for a field organization
• Experience at a company selling technical or AI products, and an understanding of how enterprises evaluate, adopt, and scale AI

What the job covers

• Serve as a trusted advisor to AMER Sales Leadership: bring data-backed insight and recommendations into their operating reviews, and shape the strategic initiatives that come out of them
• Own GTM programs end to end: translate leadership priorities into structured programs with clear objectives, owners, and milestones, and carry them from concept through launch, operations, and iteration with measured uplift as the outcome you're accountable for
• Define the measurement plan before a program launches: baseline, targets, the metrics that will show uplift, and how results will be attributed to the program
• Instrument every program into the GTM operating cadence, so leadership can inspect program results in the same reviews where they run the business
• Build the dashboards and reporting that make program performance visible at every level of the organization, from global leadership to the individual seller
• Package what's working (industry patterns, use cases, activation motions) into repeatable plays that sellers can run without you in the room
• Partner with Strategy, Enablement, Product Marketing, and Partnerships to build programs once and land them consistently across the field
• Gather structured feedback from sellers and sales managers, and treat every launch as a hypothesis to improve on
• Build the templates, playbooks, and measurement infrastructure that let future programs launch instrumented by default

Tools and skills named

Words the posting leans on

• programs22×
• gtm11×
• organization7×
• sales7×
• build6×
• end6×
• field6×
• leadership6×
• gtm programs5×
• every4×
• experience4×
• function4×
• operating4×
• results4×
• reviews4×
• run4×

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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