Technical Program Manager, Revenue Operations

<div class="content-intro"><h2><strong>About Anthropic</strong></h2> <p>Anthropic’s mission is to create reliable, interpretable, and steerable AI systems. We want AI to be safe and beneficial for our users and for society as a whole. Our team is a quickly growing group of committed researchers, engineers, policy experts, and business leaders working together to build beneficial AI systems.</p></div><h2><strong>About the role</strong></h2> <p>Anthropic is seeking a Technical Program Manager to join our Revenue Operations organization as part of the GTM Programs team. Your central objective is seller efficiency: removing the friction, manual work, and process gaps that keep our account executives from spending their time with customers. You'll drive the cross-functional initiatives that make that possible, and the most important of them are not incremental. Think overhauling the quoting process end to end, redesigning how the company forecasts, or transforming Salesforce from a system of record into a platform for agentic selling, where Claude works alongside our sellers rather than waiting to be queried. Alongside those, you'll run the steady stream of territory rollouts, process changes, and systems work that keeps the GTM engine running. Your work will sit at the intersection of Sales, Revenue Operations, GTM Systems, Finance, Marketing, and Legal.</p> <p>Most of what you'll own has both a process side and a systems side, and the two rarely stay separate for long. A change to how we define a segment touches Salesforce data models, downstream reporting, compensation plans, and how account executives spend their week. You'll be the person who sees the whole chain, sequences the work across the teams involved, and makes sure the change lands cleanly with the people who have to live with it. You'll need to understand our GTM stack well enough to scope work credibly with systems engineers and admins, and understand how sellers work well enough to know when a plan looks good on paper but won't survive contact with a quarter-end.</p> <p>Our go-to-market organization is growing quickly, and many of the programs you run will be first-of-their-kind, both for us and for the industry. Few companies are in a position to rebuild their sales motion around frontier AI using the model they build; you'll help decide what that looks like in practice. You'll treat operational excellence as an ongoing practice rather than a destination: measuring how sellers actually spend their time, finding the next source of drag, and fixing it. This is a role for someone who brings structure to ambiguity, cares about how things actually land, and wants their work to directly support Anthropic's ability to bring safe, frontier AI to the customers who use it.</p> <h2><strong>Key responsibilities</strong></h2> <ul> <li>Partner with Revenue Operations, Sales, and GTM Systems leaders to define, scope, and sequence the initiatives on the GTM Programs roadmap, prioritizing the work with the greatest impact on seller productivity</li> <li>Lead transformational programs that redesign core GTM processes and systems from the ground up, such as quoting, forecasting, or the role Salesforce plays in how we sell, rather than only optimizing what exists</li> <li>Identify where sellers lose time to manual work, unclear process, or tooling gaps, quantify the cost, and turn the highest-value fixes into programs</li> <li>Own end-to-end program plans, milestones, and dependency maps for multi-team initiatives spanning process, data, systems, and enablement work</li> <li>Act as the primary bridge between business stakeholders in Sales and the teams who build and administer our GTM systems, translating requirements in both directions</li> <li>Drive cross-functional coordination across Sales, Revenue Operations, GTM Systems, Finance, Marketing, Legal, and Enablement</li> <li>Manage change for the field: plan communications, training, and rollout timing so that new processes and tools are adopted rather than worked around</li> <li>Identify risks, blockers, and resourcing gaps early, and drive them to resolution</li> <li>Provide clear, candid reporting on program status, decisions, and risks to Revenue Operations and Sales leadership</li> <li>Define how success is measured for each program, including its effect on seller time and productivity, and follow through after launch to confirm the change had the intended effect</li> <li>Continuously raise the bar on how the GTM organization operates, retiring processes that no longer serve their purpose and simplifying the ones that remain</li> </ul> <h2><strong>Minimum qualifications</strong></h2> <ul> <li>Experience leading complex, cross-functional programs from definition through delivery, including programs with a significant systems or data component</li> <li>Working knowledge of go-to-market processes and how a Sales organization operates, such as territory planning, lead-to-cash, forecasting, or deal desk</li> <li>Hands-on familiarity with Salesforce as a user or program owner, sufficient to scope work and evaluate tradeoffs with the engineers and administrators who build on it</li> <li>Proficiency with core program management practices and tooling: building plans, tracking dependencies, running planning cadences, and managing risk</li> <li>Strong written and verbal communication, including the ability to distill technical and operational detail for sales leadership</li> <li>A track record of influencing without authority and building alignment across teams with competing priorities</li> <li>Comfort operating in ambiguity and shifting priorities while keeping the larger goal in view</li> <li>A demonstrated orientation toward operational excellence: a track record of finding inefficiency in how teams work and eliminating it</li> </ul> <h2><strong>Preferred qualifications</strong></h2> <ul> <li>Experience in Revenue Operations, Sales Operations, GTM Systems, or a similar function at a high-growth technology company</li> <li>Experience leading a ground-up redesign of a core GTM process or system, such as a quoting, forecasting, or CRM transformation, rather than incremental improvements alone</li> <li>Experience applying AI or automation to sales workflows, or strong opinions about how agentic tools should change the way sellers work</li> <li>Familiarity with the broader GTM tool ecosystem, such as CPQ or quoting tools, Gong, marketing automation platforms, data enrichment tools, or GTM analytics</li> <li>Ability to query data directly (for example, SQL or Salesforce reporting) to verify program status and measure outcomes independently</li> <li>Experience leading change management for a large field organization</li> <li>Experience measuring and improving seller productivity, such as time-to-productivity, selling time, or process cycle times</li> <li>Experience building program management frameworks or a programs function in a rapidly scaling organization</li> <li>Prior experience as a systems administrator, analyst, or engineer on a GTM stack</li> <li>A strong interest in Anthropic's mission and in ensuring AI is developed safely</li> </ul><div class="content-pay-transparency"><div class="pay-input"><div class="description"><p>The annual compensation range for this role is listed below.&nbsp;</p> <p>For sales roles, the range provided is the role’s On Target Earnings ("OTE") range, meaning that the range includes both the sales commissions/sales bonuses target and annual base salary for the role.</p></div><div class="title">Annual Salary:</div><div class="pay-range"><span>$365,000</span><span class="divider">&mdash;</span><span>$435,000 USD</span></div></div></div><div class="content-conclusion"><h2><strong>Logistics</strong></h2> <p><strong>Minimum education: </strong>Bachelor’s degree or an equivalent combination of education, training, and/or experience</p> <p><strong>Required field of study:&nbsp;</strong>A field relevant to the role as demonstrated thr