GTM Strategy & Operations, FDE

Location: San Francisco, CA | New York City, NY 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 Forward Deployed Engineering (FDE) embeds with our most strategic customers to build production AI systems on Claude. The team takes on work where no playbook exists yet, turns what works into repeatable patterns for partners and our field teams, and brings what it learns back to Product and Research. Demand for FDE is well ahead of the team's capacity, and the team is growing quickly across the Americas, Europe and Asia. We're hiring a dedicated Strategy & Operations Lead for FDE. You'll be the strategy partner to FDE leadership and own the plan: headcount and capacity, the mix of work the team takes on, how engagements are priced and measured, and how more of the work moves to partners. You'll run the business reviews and build the reporting leadership uses to make these calls. You'll sit on our GTM Strategy & Operations team, dedicated full time to FDE. You'll work closely with Finance, Deal Desk, Legal, Revenue Operations, Partnerships and Applied AI, and with the FDE program leads who run pre-sales and delivery. This is a hands-on role. You'll build the models and dashboards yourself and use Claude to automate as much of the reporting as you can. Key responsibilities: Own the plan. Build FDE's annual and quarterly plan: headcount and hiring by region and role, capacity, utilization, and the mix of commercial, research and mission-driven engagements. Model demand and capacity. Build the demand, capacity and staffing models behind the plan, with scenarios leadership can use for hiring and prioritization decisions. Run the business reviews. Lead FDE's monthly and quarterly reviews. Set KPIs with FDE leadership, own the scorecard, and write the materials for GTM and company leadership. Build the reporting. Work with Revenue Operations and Data Science to get engagement, staffing and outcome data into our systems so reporting runs without manual work. Measure what engagements lead to: production launches, consumption, expansion, and patterns partners reuse. Shape the commercial model. Partner with Finance, Deal Desk and Legal on how FDE engagements are priced, packaged, discounted and contracted, and track the economics of the portfolio. Scale through partners. Build the plan and the economics for moving more work to delivery partners: which engagements partners own, co-deliver or get Anthropic advice on, what capacity they need, and how we measure their quality and cost. Design the org. Work with FDE leadership and People on new roles, manager spans and where new headcount lands as the team grows. Lead cross-functional projects. Take on questions that span Sales, Applied AI, Customer Success, Product and Research, from defining the problem through to a decision and a working process. Automate with Claude. Use Claude Code and agents to build and run the models, dashboards and workflows this role depends on. Minimum qualification: Have worked in strategy and operations, business operations, strategic finance or consulting, including direct work with a professional services, implementation, solutions engineering or forward deployed team Understand how a services business makes and loses money: utilization, staffing mix, rates, backlog and margin, and how they connect to customer outcomes Can build a capacity or staffing model from scratch, explain every assumption in it, and pull the data yourself with SQL Have run planning cycles and business reviews for a senior leader and written the materials yourself Have taken an unclear question to a recommendation, a decision and a process that other teams still use Earn the trust of senior technical and commercial leaders and can influence them without direct authority Are comfortable working fast with imperfect data and simple processes that you improve as you go Use AI tools in your own work today and want to push that much further Are excited about Anthropic's mission to build AI that is safe and beneficial Preferred qualification: 10+ years in GTM strategy and operations, business operations or consulting Built the operations of a professional services or FDE team through a period of fast growth Worked on services pricing, statements of work and deal terms with Finance and Legal Built or managed delivery partner programs, including subcontracting, co-delivery and partner economics Experience in a consumption or usage-based business, including tying services work to product usage Enough technical fluency to talk with engineers about how LLM applications are built (agents, evals, MCP) Experience with Salesforce and professional services automation (PSA) tools Experience at an AI, cloud or developer infrastructure company Experience preparing materials for executive and board audiences The annual compensation range for this role is listed below. 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. Annual Salary: $270,000 — $310,000 USD 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.