Head of GTM Systems

About Anthropic

Anthropic’s mission is to create reliable, interpretable, and steerable AI systems. We want AI to be safe and beneficial for our users and for society as a whole. Our team is a quickly growing group of committed researchers, engineers, policy experts, and business leaders working together to build beneficial AI systems.

About the role

Anthropic is seeking a Head of GTM Systems to define and drive the strategy, architecture, and operations of our Go-To-Market technology ecosystem. As we scale toward becoming a multi-billion dollar revenue organization with increasing public company reporting obligations, this role will be foundational to ensuring our systems infrastructure keeps pace with our growth and complexity.

You will own the vision and roadmap for Anthropic's GTM systems—including CRM and CPQ—while partnering closely with Finance, Legal, and Deal Desk on adjacent billing, order management, and revenue recognition workflows. You'll lead a growing team of systems professionals and collaborate across Sales, Marketing, Engineering, and other stakeholders to deliver scalable solutions that support both day-to-day commercial operations and board-level reporting.

This is a role for someone who has built and scaled GTM systems at organizations generating billions in revenue, understands the rigor required for public company controls and compliance, and thrives at the intersection of technology strategy and business operations.

Responsibilities:

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Define and execute the long-term vision and roadmap for Anthropic's GTM systems, with direct ownership of CRM and CPQ platforms

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Own the Salesforce platform strategy and architecture, ensuring it scales to support complex enterprise sales motions, consumption-based pricing models, and multi-geo operations

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Partner with Finance, Legal, and Deal Desk on billing, order management, and revenue recognition systems and workflows, ensuring GTM systems feed accurate and timely data into downstream processes

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Establish systems and controls that meet public company reporting standards, including SOX-readiness for GTM-related processes and data flows

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Build, mentor, and lead a high-performing team of GTM systems professionals, fostering a culture of operational excellence and continuous improvement

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Drive cross-functional alignment across Sales, Marketing, Finance, Legal, and Engineering to ensure systems investments support business priorities and regulatory requirements

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Evaluate, select, and integrate best-in-class technologies into the revenue tech stack, making thoughtful build-vs-buy decisions as the organization scales

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Develop data governance frameworks and ensure data integrity across all GTM systems, enabling reliable forecasting, pipeline management, and revenue reporting

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Leverage AI and automation to enhance system capabilities, reduce manual processes, and unlock productivity gains across revenue-generating functions

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Establish and maintain strong vendor relationships, negotiating contracts and managing third-party implementation partners

You may be a good fit if you:

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Have 15+ years of experience in GTM systems, revenue operations, or business systems, with at least 7 years in a leadership role managing teams

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Have built and scaled GTM systems infrastructure at organizations generating $1B+ in annual revenue

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Possess deep expertise in Salesforce architecture, including experience with enterprise-scale implementations supporting complex sales processes and integrations

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Have hands-on experience partnering on quote-to-cash processes (billing, order management, revenue recognition) and understand how CRM and CPQ systems integrate with downstream financial workflows

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Have direct experience supporting public company reporting requirements, SOX compliance, and audit readiness for GTM-related systems and controls

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Demonstrate a track record of effective cross-functional partnership with Finance, Legal, Sales Leadership, and Engineering teams

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Bring strong people leadership skills with experience building and developing teams in fast-paced, high-growth environments

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Can seamlessly move between strategic planning and hands-on technical problem-solving

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Communicate complex technical concepts clearly to executive and non-technical audiences

Strong candidates may have:

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Have experience with consumption-based or usage-based revenue models in addition to traditional SaaS contract structures

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Bring familiarity with modern revenue tech stacks including tools like Stripe, Metronome, Nue.io, Workday Financials, or similar platforms

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Have experience integrating AI/ML capabilities into business systems to drive automation and predictive insights

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Hold relevant certifications such as Salesforce Architect credentials

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Have experience with international GTM operations and multi-currency, multi-entity commercial systems

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Are passionate about Anthropic's mission to develop AI that is safe, beneficial, and transformative

The annual compensation range for this role is listed below.

For sales roles, the range provided is the role’s On Target Earnings ("OTE") range, meaning that the range includes both the sales commissions/sales bonuses target and annual base salary for the role.

Annual Salary:
$1—$2 USD

Logistics

Education requirements: We require at least a Bachelor's degree in a related field or equivalent experience.

Location-based hybrid policy: Currently, we expect all staff to be in one of our offices at least 25% of the time. However, some roles may require more time in our offices.

Visa sponsorship: We do sponsor visas! However, we aren't able to successfully sponsor visas for every role and every candidate. But if we make you an offer, we will make every reasonable effort to get you a visa, and we retain an immigration lawyer to help with this.

We encourage you to apply even if you do not believe you meet every single qualification. Not all strong candidates will meet every single qualification as listed. Research shows that people who identify as being from underrepresented groups are more prone to experiencing imposter syndrome and doubting the strength of their candidacy, so we urge you not to exclude yourself prematurely and to submit an application if you're interested in this work. We think AI systems like the ones we're building have enormous social and ethical implications. We think this makes representation even more important, and we strive to include a range of diverse perspectives on our team.

Your safety matters to us. To protect yourself from potential scams, remember that Anthropic recruiters only contact you from @anthropic.com email addresses. In some cases, we may partner with vetted recruiting agencies who will identify themselves as working on behalf of Anthropic. Be cautious of emails from other domains. Legitimate Anthropic recruiters will never ask for money, fees, or banking information before your first day. If you're ever unsure about a communication, don't click any links—visit anthropic.com/careers directly for confirmed position openings.

How we're different

We believe that the highest-impact AI research will be big science. At Anthropic we work as a single cohesive team on just a few large-scale research efforts. And we value impact — advancing our long-term goals of steerable, trustworthy AI — rather than work on smaller and more specific puzzles. We view AI research as an empirical science, which has as much in common with physics and biology as with traditional efforts in computer science. We're an extremely collaborative group, and we host frequent research discussions to ensure that we are pursuing the highest-impact work at any given time. As such, we greatly value communication skills.

The easiest way to understand our research directions is to read our recent research. This research continues many of the directions our team worked on prior to Anthropic, including: GPT-3, Circuit-Based Interpretability, Multimodal Neurons, Scaling Laws, AI & Compute, Concrete Problems in AI Safety, and Learning from Human Preferences.

Come work with us!

Anthropic is a public benefit corporation headquartered in San Francisco. We offer competitive compensation and benefits, optional equity donation matching, generous vacation and parental leave, flexible working hours, and a lovely office space in which to collaborate with colleagues. Guidance on Candidates' AI Usage: Learn about our policy for using AI in our application process