About the Role
- 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.
- 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
- Define and execute the long-term vision and roadmap for Anthropic's GTM systems, with direct ownership of CRM and CPQ platforms
- Own the Salesforce platform strategy and architecture, ensuring it scales to support complex enterprise sales motions, consumption-based pricing models, and multi-geo operations
- 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
- Establish systems and controls that meet public company reporting standards, including SOX-readiness for GTM-related processes and data flows
- Build, mentor, and lead a high-performing team of GTM systems professionals, fostering a culture of operational excellence and continuous improvement
- Drive cross-functional alignment across Sales, Marketing, Finance, Legal, and Engineering to ensure systems investments support business priorities and regulatory requirements
- Evaluate, select, and integrate best-in-class technologies into the revenue tech stack, making thoughtful build-vs-buy decisions as the organization scales
- Develop data governance frameworks and ensure data integrity across all GTM systems, enabling reliable forecasting, pipeline management, and revenue reporting
- Leverage AI and automation to enhance system capabilities, reduce manual processes, and unlock productivity gains across revenue-generating functions
- Establish and maintain strong vendor relationships, negotiating contracts and managing third-party implementation partners
Requirements
- 15+ years of experience in GTM systems, revenue operations, or business systems, with at least 7 years in a leadership role managing teams
- Built and scaled GTM systems infrastructure at organizations generating $1B+ in annual revenue
- Deep expertise in Salesforce architecture, including experience with enterprise-scale implementations supporting complex sales processes and integrations
- 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
- Direct experience supporting public company reporting requirements, SOX compliance, and audit readiness for GTM-related systems and controls
- Demonstrate a track record of effective cross-functional partnership with Finance, Legal, Sales Leadership, and Engineering teams
- Strong people leadership skills with experience building and developing teams in fast-paced, high-growth environments
- Can seamlessly move between strategic planning and hands-on technical problem-solving
- Communicate complex technical concepts clearly to executive and non-technical audiences
Qualifications
- Experience with consumption-based or usage-based revenue models in addition to traditional SaaS contract structures
- Familiarity with modern revenue tech stacks including tools like Stripe, Metronome, Nue.io, Workday Financials, or similar platforms
- Experience integrating AI/ML capabilities into business systems to drive automation and predictive insights
- Relevant certifications such as Salesforce Architect credentials
- Experience with international GTM operations and multi-currency, multi-entity commercial systems
- Passionate about Anthropic's mission to develop AI that is safe, beneficial, and transformative
Benefits
- 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.
- Annual Salary: $1 - $2USD
- Location-based hybrid policy: Currently, we expect all staff to be in one of our offices at least 25% of the time.
- Visa sponsorship: We do sponsor visas! We make every reasonable effort to get you a visa and retain an immigration lawyer to help with this.