# GTM Strategy & Operations (Enterprise) - EMEA **Company**: Anthropic **Location**: London, UK **Work arrangement**: hybrid **Experience**: senior **Job type**: full-time **Salary**: £120,000-£170,000 GBP **Category**: Sales **Industry**: Technology **Wikidata**: https://www.wikidata.org/wiki/Q116758847 **Apply**: https://job-boards.greenhouse.io/anthropic/jobs/5005519008 **Canonical**: https://yubhub.co/jobs/job_372ebebd-6df ## 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. Responsibilities: Enterprise Strategy & Analysis: - Partner with sales and regional leaders to develop go-to-market strategy, motions, country/region prioritisation and sector focus and strategy. Refine industry-specific go-to-market strategies across key verticals (e.g., Financial Services, Healthcare, Technology, Retail, Manufacturing etc.) - Identify Industry customer needs, pain points etc. and share feedback cross functionally to guide solution building across global teams such as product, engineering, finance, legal etc. - Build and maintain industry-specific value propositions, use cases, and sales playbooks - Drive territory and account segmentation strategies based on industry characteristics and opportunity - Establish industry benchmarks and best practices to guide sales approach and prioritization - Work with Finance on target setting, planning and bottom-up modeling Go-to-Market Strategy & Execution: - Develop comprehensive industry frameworks that standardize how customers in each vertical derive value from our solutions - Drive quarterly, semi-annual, and annual planning cycles for industry-focused GTM segments - Analyze industry-specific sales metrics and pipeline dynamics to develop proactive insights - Partner with Account Executives to evolve sales motions and industry best practices based on vertical nuances - Continuously evaluate market opportunities, competitive positioning, and whitespace within target industries Cross-Functional Leadership: - Lead collaboration across Strategy and RevOps, Sales Enablement, Strategic Finance, Product, and Marketing teams to ensure industry alignment - Work with Product teams to communicate industry-specific feature requirements and market feedback - Prepare executive-level materials including industry performance reviews, strategic planning sessions, and board updates - Drive alignment across teams to ensure consistent execution of industry-specific go-to-market strategies - Partner with Marketing on industry-focused campaigns, events, and thought leadership initiatives Operational Excellence: - Remove operational bottlenecks specific to complex industry sales cycles and compliance requirements - Execute critical processes including strategic account transitions, industry-specific CRM configurations, and vertical market data management - Optimize sales technology stack and ensure effective adoption of Salesforce and other sales tools - Establish sales process methodology, qualification criteria, and stage definitions for consistent execution - Ensure smooth operations across complex, multi-stakeholder sales motions typical in enterprise B2B software You may be a good fit if you 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 organisations through 3x+ growth periods in B2B software - MBA or advanced degree - Experience building industry-specific go-to-market motions from scratch - Track record of scaling sales organisations through 3x+ growth periods in B2B software - 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 ## Skills ### Required - B2B SaaS - Enterprise software - Sales strategy - Revenue operations - Industry consulting - Commercial roles - Analytical capabilities - Complex industry data - Actionable insights - Strategy - Commercial GTM roles - B2B software solutions - Enterprise customers - Territory design - Quota setting - Variable compensation plans - Sales capacity models - Productivity frameworks - Headcount planning processes - Enterprise CRM systems - Business intelligence tools - C-level stakeholders - Senior sales leadership - Industry-specific frameworks - Sales plays - Value propositions