# Head of Sales Strategy, Global GTM

**Company:** [Anthropic](https://hotfix.jobs/companies/anthropic)
**Location:** San Francisco, CA, New York, NY
**Role:** Revenue Operations
**Salary:** $310k – $360k/yr
**Experience:** 8+ years
**Skills:** Sales Strategy, Go-to-Market Strategy, Sales Motions, Sales Plays, Competitive Positioning, Targeting Models, KPIs, Okrs, Pipeline Analysis, AI Agents, SQL, Business Intelligence, Cloud Infrastructure, Api-Driven Models, Channel Sales
**Posted:** 2026-08-26

> Leads global sales strategy for an AI solutions portfolio, defining sales motions, targeting, competitive programs, performance metrics, and cross-functional execution. Requires B2B technology GTM experience, people leadership, strong analytics, and the ability to influence senior commercial stakeholders.

## Job Description

## Responsibilities
### Solution Sales Strategy
- Define core sales motions for the solutions portfolio and determine global field priorities.
- Identify target personas, segments, industries, and geographies for each sales motion.
- Design execution models, including field and channel orchestration, sales assets, and supporting programs.
- Partner with Marketing and Enablement to produce sales assets and programs.
- Own competitive positioning and design and roll out compete and takeout campaigns.
- Define KPIs and OKRs for each sales motion and partner with Operations and Insights to instrument and report them.

### Cross-Functional GTM Alignment
- Align Product, Marketing, Finance, Sales, Regional Sales Strategy, Customer Success, Enablement, and Operations around shared solution outcomes.
- Bring field perspectives into product launch and roadmap decisions and translate product decisions into sales-strategy changes.
- Co-own recovery plans for products, segments, or regions that are behind target and drive follow-through.

### Signal, Insight, and Executive Alignment
- Synthesize field and customer feedback with pipeline and performance data into actionable perspectives.
- Conduct rapid strategic analyses for GTM leadership.
- Lead cross-functional GTM strategy steering committees, including agendas, decision framing, and follow-through.
- Advise the Head of GTM Strategy, Operations & Analytics and commercial leadership on sales strategy.

### Team Leadership
- Lead and develop the Sales Strategy team, including hiring, prioritization, and quality standards.

## Requirements
- Experience owning sales or go-to-market strategy for a product or product line at a B2B technology company, or advising on it in strategy consulting.
- Experience designing and rolling out sales motions or sales plays, competitive positioning or compete programs, and targeting models.
- Experience defining KPIs for a sales motion or product line and using them to operate the business.
- People-management experience, including team prioritization and individual development.
- Strong analytical skills, including spreadsheet-based analysis of targeting, investment, and performance questions.
- Ability to diagnose issues using quantitative data and qualitative field signals.
- Excellent written and verbal communication and ability to drive senior leaders to decisions.
- Ability to influence cross-functional teams without direct ownership of outcomes.
- Comfort with ambiguity, novelty, and a fast-paced environment.
- Hands-on use of AI as a thought partner and productivity accelerator, including building AI skills and agents.
- Bachelor’s degree or equivalent combination of education and training.

## Nice-to-Haves
- Extensive sales strategy or product go-to-market experience in a rapidly scaling commercial organization.
- Expertise in AI, cloud infrastructure, or usage-based and API-driven business models, and enterprise AI adoption.
- Experience taking new products or capabilities from launch to an established field sales motion.
- Experience across multiple regions or routes to market, including direct sales, self-serve or usage-based adoption, and channel or partner-led sales.
- Experience running competitive takeout programs against established incumbents.
- Experience operating executive cadences such as steering committees, planning cycles, or leadership forums.
- Experience owning or co-owning recovery plans for underperforming businesses.
- Management consulting or comparable analytical experience combined with in-house operating experience.
- Experience using SQL or business intelligence tools with pipeline and usage data.

## Compensation
- Annual on-target earnings range: **$310,000–$360,000 USD**, including base salary and target sales commissions or bonuses.

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