Strategy & Operations, Applied AI

About the role

You will own the end to end strategy and operations for the Applied AI (AAI) Americas region in partnership with regional field leadership. You will translate ambiguous business questions into clear analytical frameworks and build the metrics that define how we understand and grow this business. You will design and own the monthly business review process, turning raw CRM and operational data into narratives that drive decisions. You will build the foundational use case framework by deeply observing sales calls, joining pitch clinics, and reviewing key customer engagements with the AAI team. You will act as the primary thought partner for regional leaders, building trust and enabling them to make faster, evidence based choices. You will design and implement improved processes for tracking strategic initiatives and reporting progress across the company. As one of the first people in this function, you will be energized by building structure from the ground up rather than inheriting it.

Key facts

What you'll do

Develop and evolve foundational metrics dashboards for the Applied AI Americas region in partnership with field engineering leadership.

Lead the monthly business review process for your assigned segment(s), from metric gathering through analysis, synthesis, and executive level storytelling.

Partner with central Revenue Operations to define, standardize, and evolve key metrics as the business grows in complexity and scale.

Build a use case framework grounded in real signal, including current CRM data, joining sales calls and pitch clinics, and reviewing key customers alongside the AAI team.

Create comprehensive segment analyses and strategy recommendations, identify quick wins, and establish prioritization frameworks for strategic initiatives.

Build strong, trust based relationships with regional leaders and act as an embedded, reliable thought partner on day to day questions.

Support GTM Quarterly Business Reviews and related cross functional workstreams, aligning with finance, product, and sales operations as needed.

Design and implement improved processes for tracking and reporting on team priorities, strategic initiatives, and outcomes, representing this work to stakeholders across Anthropic.

Requirements

Background in sales strategy, revenue operations, or management consulting, including direct experience in a commercial role, with presales, customer facing, partnerships, and founder experience all qualifying.

Demonstrated strong analytical capabilities, with a track record of converting complex data into actionable, well supported recommendations.

Experience with GTM systems and business intelligence tools, including hands on work with CRM and dashboard platforms.

Proven ability to build trust and influence senior stakeholders without direct authority, using data and narrative to drive alignment.

Experience designing and managing strategic planning processes, business reviews, and cadences that scale across regions.

Bachelor's degree in business, economics, or a related quantitative field, or equivalent practical experience that demonstrates the required skills and expertise.

10+ years of experience in sales strategy, revenue operations, or management consulting, with a consistent track record of operating at a high level of complexity.

Experience in high growth technology companies in GTM or sales adjacent roles, particularly supporting a consumption based or usage driven business model.

Experience at AI/ML companies or in enterprise software sales, with demonstrated comfort working in fast moving, ambiguous environments.

Experience building frameworks for sales use cases, positioning, and value propositions that are grounded in customer behavior and market signals.

Background supporting sales organizations through 2-3x+ growth periods, showing resilience and adaptability under rapidly increasing complexity.

Candidates without direct commercial ownership experience will still be considered if they have long, deep tenure supporting commercial leaders in a closely comparable GTM model.

Nice to have

Experience working closely with AI product and engineering teams to understand technical go to market dynamics.

Demonstrated success designing compensation and quota plans or experience with variable pay models in usage driven environments.

Background conducting primary research, including interviews, surveys, and analysis that directly informs strategic decisions.

Experience building enablement content that supports sales behaviors and outcomes, such as playbooks, battle cards, and coaching frameworks.

Experience with forecasting and pipeline management in a multi region sales organization, and comfort working with seasonality and deal staging.

Experience applying first principles thinking to break down complex business problems and build clear, testable hypotheses.

Practical notes

This is a full time position based in either San Francisco, CA or New York City, NY.

Travel is expected for this role, and the final approved amount will be aligned with role responsibilities and level.

Candidates must be authorized to work in the United States for this role, and no sponsorship is available at this time.

Applications will be reviewed on a rolling basis, so early submission is encouraged.