# Sales Strategy, Operational Excellence

**Company:** [Anthropic](https://hotfix.jobs/companies/anthropic)
**Location:** San Francisco, CA, New York, NY
**Role:** Revenue Operations
**Salary:** $270k – $310k/yr
**Skills:** Excel, Google Sheets, Salesforce, SQL, Looker, Anaplan, Pigment, Fullcast, Forecasting, Pipeline Management, Quota Allocation, Territory Design, Sales Compensation, Claude
**Posted:** 2026-09-03

> Own the operating cadence for a rapidly scaling go-to-market organization, including forecasting, pipeline reviews, target setting, and annual planning. The role requires strong sales operations knowledge, cross-functional program management, analytical judgment, and process design skills.

## Job Description

## Responsibilities
- Own end-to-end delivery of the CCO operating cadence, including weekly forecast and pipeline reviews, monthly business reviews, and QBRs.
- Manage calendars, preparation timelines, templates, pre-read standards, inputs, and meeting mechanics; hold contributors accountable to deadlines.
- Capture decisions, commitments, and risks, assign owners, and drive open items to resolution.
- Ensure leadership reviews use accurate, consistent source-of-truth data.
- Develop performance narratives connecting metrics to business changes, causes, decisions, and actions.
- Build an independent forecast view by pressure-testing calls against pipeline coverage, historical conversion, and deal-level signals.
- Identify forecast risks and upside across deals, segments, and assumptions.
- Establish KPI definitions, operating standards, and best practices across Sales and Strategy.
- Drive target setting and translate company goals into field targets.
- Document forecasting, pipeline hygiene, deal-stage, and rules-of-engagement processes; drive adoption through enablement.
- Design scalable processes and partner with Systems and Analytics to automate repeatable manual work, using Claude to accelerate documentation, data aggregation, and process design.

## Requirements
- Experience in sales operations, sales strategy, revenue operations, business operations, or a similar function supporting a sales organization’s operating cadence.
- Direct experience running or materially supporting annual planning, target setting, quota allocation, territory design, or compensation plan rollout.
- Exceptional cross-functional program management and ability to deliver work across teams without direct authority.
- Understanding of sales forecasting, commit, pipeline coverage, quota design, and sales operating rhythms.
- Highly structured, detail-oriented, adaptable, and able to communicate clearly across organizational levels.
- Bachelor’s degree or equivalent combination of education, training, and experience.

## Preferred Qualifications
- Fluency in Excel or Sheets and comfort working in Salesforce.
- SQL or Looker experience.
- Sales compensation design experience, including SPIFs, accelerators, and plan mechanics.
- Exposure to consumption-based or usage-based revenue models.
- Familiarity with Anaplan, Pigment, Fullcast, or similar planning and territory tools.
- Track record using AI tools to accelerate operational and program management work.

## Compensation
- Annual on-target earnings range: $270,000–$310,000 USD, including target sales commissions or bonuses and annual base salary.

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