Revenue Strategy & Operations Lead at Anthropic

About Anthropic 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. About the role As a founding member of our Australia Revenue Strategy & Operations team, you'll be instrumental in driving revenue growth across key market segments by partnering with sales leadership to develop and execute region-specific strategies. You will serve as a strategic partner, shaping how we win in Australia and New Zealand while building the operational foundations to scale — and contributing to the broader APJ regional strategy. You'll start as an individual contributor with the opportunity to build and lead a team over time as the business scales. From day one, you'll work closely with S&O counterparts across Japan, South Korea, Singapore, India, and the wider APJ region to share best practices and drive consistency across the region. Responsibilities: Go-to-Market Strategy: • Own the Go-to-Market planning process for Australia/NZ, including quarterly and annual cycles, and collaborate with Finance on target setting. • Develop the strategy for segmenting territories and accounts across ANZ, with an eye to how it fits into the broader APJ portfolio. • Identify market opportunities, assess competitive dynamics, and inform regional expansion priorities — both within ANZ and in coordination with adjacent APJ markets. • 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, and benchmark against other APJ markets where useful. Cross-Functional & Regional Leadership: • Lead collaboration across Strategy and RevOps, Sales Enablement, Strategic Finance, Product, and Marketing teams to ensure alignment. • Partner with S&O leaders across APJ (Japan, South Korea, Singapore, India, ASEAN) to align on regional standards, share insights, and drive consistency in how we operate across the region. • Prepare executive-level materials including performance reviews, strategic planning sessions, and board updates for ANZ and APJ leadership. • Drive cross-functional alignment on go-to-market execution across ANZ and contribute to APJ-wide initiatives. 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. You may be a good fit if you have: • 15 to 18 years of experience in B2B SaaS or enterprise software, including direct experience in sales strategy, revenue operations, or commercial GTM roles • Demonstrated knowledge of the broader APJ region, with exposure to GTM dynamics across multiple APJ markets (e.g., ANZ, Japan, South Korea, Singapore, India, ASEAN) • 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 • Based in Australia with working proficiency in English Strong candidates may also have: • Track record of scaling sales organizations through 3x+ growth periods in B2B software • Prior people management experience, or readiness to build and lead a team as the function scales • Experience working across multiple APJ markets or coordinating regionally distributed S&O work • Experience in Chief of Staff or Business Operations roles supporting regional leadership, go-to-market strategies for alliances, or consulting • MBA or advanced degree Logistics Minimum education: Bachelor’s degree or an equivalent combination of education, training, and/or experience Required field of study: A field relevant to the role as demonstrated through coursework, training, or professional experience Minimum years of experience: Years of experience required will correlate with the internal job level requirements for the position Location-based hybrid policy: Currently, we expect all staff to be in one of our offices at least 25% of the time. However, some roles may require more time in our offices. Visa sponsorship: We do sponsor visas! However, we aren't able to successfully sponsor visas for every role and every candidate. But if we make you an offer, we will make every reasonable effort to get you a visa, and we retain an immigration lawyer to help with this. We encourage you to apply even if you do not believe you meet every single qualification. Not all strong candidates will meet every single qualification as listed. Research shows that people who identify as being from underrepresented groups are more prone to experiencing imposter syndrome and doubting the strength of their candidacy, so we urge you not to exclude yourself prematurely and to submit an application if you're interested in this work. We think AI systems like the ones we're building have enormous social and ethical implications. We think this makes representation even more important, and we strive to include a range of diverse perspectives on our team. Your safety matters to us. To protect yourself from potential scams, remember that Anthropic recruiters only contact you from @anthropic.com email addresses. In some cases, we may partner with vetted recruiting agencies who will identify themselves as working on behalf of Anthropic. Be cautious of emails from other domains. Legitimate Anthropic recruiters will never ask for money, fees, or banking information before your first day. If you're ever unsure about a communication, don't click any links—visit anthropic.com/careers directly for confirmed position openings. How we're different We believe that the highest-impact AI research will be big science. At Anthropic we work as a single cohesive team on just a few large-scale research efforts. And we value impact — advancing our long-term goals of steerable, trustworthy AI — rather than work on smaller and more specific puzzles. We view AI research as an empirical science, which has as much in common with physics and biology as with traditional efforts in computer science. We're an extremely collaborative group, and we host frequent research discussions to ensure that we are pursuing the highest-impact work at any given time. As such, we greatly value communication skills. The easiest way to understand our research directions is to read our recent research. This research continues many of the directions our team worked on prior to Anthropic, including: GPT-3, Circuit-Based Interpretability, Multimodal Neurons, Scaling Laws, AI & Compute, Concrete Problems in AI Safety, and Learning from Human Preferences. Come work with us! Anthropic is a public benefit corporation headquartered in San Francisco. We offer competitive compensation and benefits, optional equity donation matching, generous vacation and parental leave, flexible working hours, and a lovely office space in which to collaborate with colleagues. Guidance on Candidates' AI Usage: Learn about our policy for using AI in our application process