The opportunity
Anthropic’s commercial business is scaling at a pace that outruns any fixed go-to-market plan. New products and capabilities launch on a frontier cadence, new GTM motions get incubated and reorganized in months rather than years, and for each thing we sell, the questions of who…
What you'll do
Define the core sales motions for our solutions portfolio, and decide which ones the global field prioritizes
Define who we target with each motion: the personas, segments, industries, and geographies where we invest, and the reasoning behind those choices
Design how each motion is executed, including how field and channel roles are: orchestrated and which sales assets and programs the field needs, and partner with Marketing and Enablement to produce them
Own how we compete: competitive positioning for the field, and the design and rollout of compete and takeout campaigns
Define how we measure progress on each motion, including the KPIs and OKRs,: and partner with Operations & Insights to instrument and report them
Act as the connective tissue across Product, Marketing, Finance, Sales,: Regional Sales Strategy, Customer Success, Enablement, and Operations so that each function’s plans support the same product and solution outcomes
What they're looking for
- 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
