# GTM Strategy & Operations (Enterprise), DACH

**Company**: Anthropic
**Location**: Munich, Germany
**Work arrangement**: hybrid
**Experience**: senior
**Job type**: full-time
**Salary**: €140,000-€200,000 EUR
**Category**: Sales
**Industry**: Technology
**Wikidata**: https://www.wikidata.org/wiki/Q116758847

**Apply**: https://job-boards.greenhouse.io/anthropic/jobs/5121572008
**Canonical**: https://yubhub.co/jobs/job_2063b982-138

## Description

As a Sales Strategy & Operations Partner focused on the Industry segment, you'll be instrumental in driving revenue growth across key industry verticals by partnering with sales leadership to develop, refine, and execute industry-specific go-to-market strategies.

You will serve as a trusted advisor and operational force multiplier, bringing deep B2B SaaS expertise to help teams achieve revenue targets while building scalable frameworks that drive industry-specific customer success.

Key responsibilities include:

- Developing go-to-market strategies, motions, country/region prioritisation and sector focus and strategy

- Identifying industry customer needs, pain points etc. and sharing feedback cross-functionally to guide solution building across global teams

- Building and maintaining industry-specific value propositions, use cases, and sales playbooks

- Driving territory and account segmentation strategies based on industry characteristics and opportunity

- Establishing industry benchmarks and best practices to guide sales approach and prioritization

- Working with Finance on target setting, planning and bottom-up modeling

- Developing comprehensive industry frameworks that standardize how customers in each vertical derive value from our solutions

- Driving quarterly, semi-annual, and annual planning cycles for industry-focused GTM segments

- Analyzing industry-specific sales metrics and pipeline dynamics to develop proactive insights

- Partnering with Account Executives to evolve sales motions and industry best practices based on vertical nuances

- Continuously evaluating market opportunities, competitive positioning, and whitespace within target industries

- Leading collaboration across Strategy and RevOps, Sales Enablement, Strategic Finance, Product, and Marketing teams to ensure industry alignment

- Working with Product teams to communicate industry-specific feature requirements and market feedback

- Preparing executive-level materials including industry performance reviews, strategic planning sessions, and board updates

- Driving alignment across teams to ensure consistent execution of industry-specific go-to-market strategies

- Partnering with Marketing on industry-focused campaigns, events, and thought leadership initiatives

- Removing operational bottlenecks specific to complex industry sales cycles and compliance requirements

- Executing critical processes including strategic account transitions, industry-specific CRM configurations, and vertical market data management

- Optimizing sales technology stack and ensuring effective adoption of Salesforce and other sales tools

- Establishing sales process methodology, qualification criteria, and stage definitions for consistent execution

- Ensuring smooth operations across complex, multi-stakeholder sales motions typical in enterprise B2B software

The ideal candidate will have:

- 10+ years of experience in B2B SaaS or enterprise software, with focus on sales strategy, revenue operations, industry consulting, or commercial roles

- Deep expertise in one or more enterprise industry verticals with proven track record of driving growth in those markets

- Strong analytical capabilities with demonstrated ability to convert complex industry data into actionable insights and strategy

- Direct experience in commercial GTM roles selling or supporting sales of B2B software solutions to enterprise customers

- Proven experience designing territories, setting quotas, and building variable compensation plans for enterprise sales teams

- Track record of building sales capacity models, productivity frameworks, and headcount planning processes

- Extensive experience with enterprise CRM systems (Salesforce required) and business intelligence tools

- Proven ability to influence and partner with C-level stakeholders and senior sales leadership

- Track record of developing industry-specific frameworks, sales plays, and value propositions

- Bachelor's degree in business, economics, or related field

Strong candidates may also have:

- Experience at high-growth B2B SaaS companies, particularly in industry-focused GTM or vertical sales roles

- Background in AI/ML, cloud infrastructure, or enterprise software companies serving multiple industries

- Track record of scaling sales organizations through 3x+ growth periods in B2B software

- MBA or advanced degree

- Experience building industry-specific go-to-market motions from scratch

- Direct enterprise sales or sales engineering experience in complex, multi-stakeholder environments

- Experience with emerging technologies (AI, ML) in enterprise contexts

- Management consulting experience with focus on industry strategy or commercial excellence

Annual compensation range for this role is €140,000-€200,000 EUR.

## Skills

### Required
- B2B SaaS
- Enterprise software
- Sales strategy
- Revenue operations
- Industry consulting
- Commercial roles
- Analytical capabilities
- CRM systems
- Business intelligence tools