GTM Strategy & Operations, FDE

The role

You will be the strategy partner to FDE leadership, owning headcount, capacity, pricing, and business reviews. You will build models and dashboards to manage the FDE business and scale work through partners.

What you will do

• Build FDE's annual and quarterly plan including headcount, capacity, and utilization
• Build demand, capacity, and staffing models
• Lead monthly and quarterly business reviews and set KPIs
• Build reporting by working with Revenue Operations and Data Science
• Partner with Finance, Deal Desk, and Legal on pricing, packaging, and contracting
• Build the plan and economics for moving work to delivery partners
• Work with FDE leadership and People on new roles and manager spans
• Lead cross-functional projects across Sales, Applied AI, Customer Success, Product and Research
• Use Claude Code and agents to build models, dashboards, and workflows

Required qualifications

• Worked in strategy and operations, business operations, strategic finance or consulting
• Direct work with a professional services, implementation, solutions engineering or forward deployed team
• Understand how a services business makes and loses money including utilization, staffing mix, rates, backlog and margin
• Can build a capacity or staffing model from scratch
• Can pull data using SQL
• Have run planning cycles and business reviews for a senior leader
• Have taken an unclear question to a recommendation, a decision and a process
• Can earn the trust of senior technical and commercial leaders and influence them without direct authority
• Comfortable working fast with imperfect data and simple processes
• Use AI tools in your own work today
• Excited about Anthropic's mission to build AI that is safe and beneficial
• Bachelor’s degree or an equivalent combination of education, training, and/or experience in a relevant field

Nice to have

• 10+ years in GTM strategy and operations, business operations or consulting
• Built the operations of a professional services or FDE team through a period of fast growth
• Worked on services pricing, statements of work and deal terms with Finance and Legal
• Built or managed delivery partner programs
• Experience in a consumption or usage-based business
• Technical fluency to talk with engineers about how LLM applications are built (agents, evals, MCP)
• Experience with Salesforce and professional services automation (PSA) tools
• Experience at an AI, cloud or developer infrastructure company
• Experience preparing materials for executive and board audiences

Benefits

• Competitive compensation and benefits
• Optional equity donation matching
• Generous vacation and parental leave
• Flexible working hours
• Office space

Before you apply

• We do sponsor visas

About the company

Anthropic is a public benefit corporation headquartered in San Francisco. The mission is to create reliable, interpretable, and steerable AI systems.