Head of GTM Programs EMEA

About the Role

Anthropic's GTM Programs team turns strategic go-to-market priorities into structured, measurable programs. As Head of GTM Programs, EMEA, you will bring this function to Europe, the Middle East, and Africa (EMEA), partnering with executive sales leaders, frontline managers, and sellers to understand their needs and design, launch, and measure programs that meet them.

This is a high-visibility leadership role combining quantitative rigor with hands-on program execution. You will work across cross-functional partners, including sales, marketing, enablement, and strategy, to build a connected system of programs driving measurable pipeline and revenue impact across the region.

Key Responsibilities

• Serve as a trusted advisor to EMEA Sales Leadership, bringing data-backed insights and recommendations into operating reviews.
• Analyze the health of the EMEA pipeline across volume, conversion, velocity, and efficiency.
• Shape a consolidated demand generation plan and calendar across EMEA's inbound, outbound, and partner channels.
• Own GTM programs end-to-end in close partnership with the field.
• Partner closely with Marketing, Enablement, and Sales Strategy to standardize playbooks.
• Decide what to run once for EMEA, what to localize, and what to leave to country teams.
• Introduce AI-driven insights into lead prioritization, forecasting, and opportunity management.
• Define the measurement plan before a program launches.
• Instrument every program into the GTM operating cadence.
• Package what's working into repeatable plays that sellers can run without you.
• Build and lead the EMEA GTM Programs team.

Minimum Qualifications

• 10+ years of experience in sales programs, sales operations, business development, sales readiness, or marketing within a technology or SaaS environment.
• Experience designing and running sales or GTM programs end-to-end.
• Experience leading demand generation campaigns or programs in direct partnership with field sales organizations.
• Demonstrated analytical and quantitative approach to measuring program performance.
• Experience leading and developing a team across countries and time zones.
• Strong written and verbal communication skills.
• Track record of driving cross-functional initiatives to completion.
• Comfort working in fast-moving, ambiguous environments.

Preferred Qualifications

• Experience combining sales programs with marketing or sales readiness/enablement functions.
• Experience designing measurement or attribution frameworks for GTM motions.
• Experience working inside or alongside a sales organization's operating cadence.
• Track record of building and scaling operational frameworks.
• Experience introducing AI or advanced analytics into sales or revenue workflows.
• Hands-on experience creating AI workflows with Claude or similar tools.
• Experience leading programs through periods of GTM or organizational change.
• Experience in a high-growth AI, ML, or other emerging technology company.
• Experience as an early hire in a new function or team.
• Experience with partner and marketplace-led motions.
• Fluency in one or more European languages.

Logistics

• Annual Salary: £195,000-£225,000 GBP