Revenue Strategy & Operations Lead, Japan · Anthropic

Sat, 18 Apr 2026 15:43:36 GMT
Sales

Anthropic · Tokyo, Japan · hybrid

As the founding member of our Japan Revenue Strategy & Operations team, you'll drive 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 Japan while building the operational foundations to scale.

Responsibilities:

Go-to-Market Strategy:

Own the Go-to-Market planning process, including quarterly and annual cycles, and collaborate with Finance on target setting.

Develop the strategy for segmenting territories and accounts.

Identify market opportunities, assess competitive dynamics, and inform regional expansion priorities.

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.

Cross-Functional Leadership:

Lead collaboration across Strategy and RevOps, Sales Enablement, Strategic Finance, Product, and Marketing teams to ensure alignment.

Prepare executive-level materials including performance reviews, strategic planning sessions, and board updates.

Drive cross-functional alignment on go-to-market execution.

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.

Requirements:

8-10+ years of experience in B2B SaaS or enterprise software, including direct experience in sales strategy, revenue operations, or commercial GTM roles

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

Business-level Japanese required; English proficiency strongly preferred

Preferred Qualifications:

Track record of scaling sales organizations through 3x+ growth periods in B2B software

Experience in Chief of Staff or Business Operations roles supporting regional leadership, go-to-market strategies for alliances, or consulting

MBA or advanced degree