# Revenue Strategy & Operations Lead, Japan

**Company**: Anthropic
**Location**: Tokyo, Japan
**Work arrangement**: hybrid
**Experience**: senior
**Job type**: full-time
**Category**: Sales
**Industry**: Technology
**Wikidata**: https://www.wikidata.org/wiki/Q116758847

**Apply**: https://job-boards.greenhouse.io/anthropic/jobs/5016171008
**Canonical**: https://yubhub.co/jobs/job_9faadcfb-b26

## Description

As the founding member of our Japan Revenue Strategy & Operations team, you'll drive revenue growth across key market segments by partnering with sales leadership to develop and execute region-specific strategies.

### Responsibilities:

#### Go-to-Market Strategy:

- Own the Go-to-Market planning process, including quarterly and annual cycles, and collaborate with Finance on target setting.

- Develop the strategy for segmenting territories and accounts.

- Identify market opportunities, assess competitive dynamics, and inform regional expansion priorities.

- Support Go-to-Market execution for alliances, focusing on co-selling, managing the partner pipeline, and facilitating joint planning.

- Analyze region-specific sales metrics and pipeline dynamics to develop proactive insights.

#### Cross-Functional Leadership:

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

- Prepare executive-level materials including performance reviews, strategic planning sessions, and board updates.

- Drive cross-functional alignment on go-to-market execution.

#### Operations & Infrastructure:

- Execute critical processes including strategic account transitions, CRM configurations, and market data management.

- Optimize the sales technology stack and ensure effective adoption of Salesforce and other sales tools.

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

### Requirements:

- 8-10+ years of experience in B2B SaaS or enterprise software, including direct experience in sales strategy, revenue operations, or commercial GTM roles

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

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

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

- Strong cross-functional skills with the ability to influence without direct authority and partner effectively with C-level stakeholders and senior sales leadership

- Experience advising or partnering with regional leadership on GTM strategy

- Business-level Japanese required; English proficiency strongly preferred

### Preferred Qualifications:

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

- Experience in Chief of Staff or Business Operations roles supporting regional leadership, go-to-market strategies for alliances, or consulting

- MBA or advanced degree

## Skills

### Required
- Sales strategy
- Revenue operations
- Commercial GTM roles
- Enterprise CRM systems
- Business intelligence tools
- Japanese language
- English language

### Nice to have
- Scaling sales organizations
- Chief of Staff or Business Operations roles
- Go-to-market strategies for alliances
- Consulting
- MBA or advanced degree