GTM Programs Manager, AMER
Anthropic · San Francisco, CA | New York City, NY ·
- Category
- Management
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's GTM Programs team turns our most strategic go-to-market priorities into structured, measurable programs that make our field the most successful they can be, thereby ensuring our customers' experience with our products is nothing short of exceptional. The team serves as a core strategic business partner function to the GTM organization, playing a critical role in driving growth and operational excellence, and in accelerating the safe adoption of frontier AI across the world's leading enterprises.
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.
You'll work across a wide variety of teams, including Sales, Strategy, Enablement, Marketing, and Partnerships, helping them operate as one team behind each program.
GTM Programs is a new function, and this is one of its first hires: an opportunity to build the function, not just join it. The timing matters: every organization is deciding its AI strategy right now, and the programs this team builds shape how our field meets that moment. You'll help define what a well-run program looks like at Anthropic, operating with high autonomy.
Key responsibilities
- 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
Minimum qualifications
- 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
Preferred qualifications
- 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
- Have been an early hire in a new function or team and helped define how it operates
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.
Logistics
Minimum education: Bachelor’s degree or an equivalent combination of education, training, and/or experience
Required field of study: A field relevant to the role as demonstrated through coursework, training, or professional experience
Minimum years of experience: Years of experience required will correlate with the internal job level requirements for the position
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 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.