GTM Programs Manager, GTM Initiatives

The shape of it

In the posting’s own words

You'll start with an ambiguous ask, sometimes from a senior leader and sometimes from a signal in the data. You'll find the root cause of the problem and design a solution with subject-matter experts across the company, then drive it from strategy to planning to results to iteration. You’ll bring stakeholders along while still moving quickly to the right answer. The work ranges from large cross-functional programs to short, focused SWAT efforts on urgent questions. Success looks like making better decisions, faster, for our customers and our field.

What it asks for · 8

• Have led complex cross-functional programs from problem definition through delivery, in strategy consulting, strategy and operations, GTM or sales programs, or program management
• A track record of turning ambiguous problems into clear, defensible recommendations
• Have driven initiatives to completion across teams you do not manage, including when senior stakeholders disagreed
• Analytical skills: building a business case and quantitative model, defining targets, and pulling and analyzing your own data from CRM and BI tools
• Clear written and verbal communication, with experience presenting analysis and recommendations to senior and executive audiences
• A working understanding of how an enterprise sales organization operates
• Have built programs or processes where none existed, and owned the outcome through to results
• Are motivated by Anthropic's mission to develop AI that is safe and beneficial

Also a plus

• A background in strategy consulting followed by an in-house role where you built and ran programs and strategic projects
• Experience running sales or GTM programs with measured results, such as pipeline, activation, adoption, or launch programs
• Experience working within a sales operating cadence, such as forecast calls and pipeline reviews, Sales planning, product launches
• Hands-on experience using AI tools daily to work faster and more rigorously, including building workflows with Claude or similar tools
• Experience at a company selling technical or AI products
• Experience as an early hire in a new team or function

What the job covers

• Own a portfolio of strategic GTM programs end to end, each starting from a business problem (e.g., customer activation, seller efficiency, model launches) and running from scoping through launch, operationalization, results, and iteration
• Act as a thought partner to Sales and GTM leaders: identify, scope, and prioritize the programs most worth doing, and say no to the rest
• Turn ambiguous, loosely scoped problems into structured analysis, a defensible model, and a clear plan with owners, milestones, and decision points
• Align and drive teams across Sales, Marketing, Customer Success, Product, Revenue Operations, Enablement, Finance, Legal, and Partnerships without formal authority over any of them
• Engage senior executives on the status and outcomes of the most critical programs
• Manage change so new programs are adopted by the field, and define and report on success metrics such as adoption, time-to-value, and productivity impact
• Use AI tools every day to analyze, model, and build faster
• Create the templates, cadence, and reporting that help every future program launch well

Tools and skills named

Words the posting leans on

• programs14×
• sales8×
• experience6×
• customer5×
• gtm5×
• problem5×
• senior5×
• end4×
• field4×
• model4×
• product4×
• results4×
• strategic4×
• strategy4×
• success4×
• tools4×

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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