Anthropic is seeking a highly organised, analytically grounded Sales Strategy, Operational Excellence partner to help run the operating system of our go-to-market organisation.

As Anthropic's GTM motion scales rapidly, the difference between a sales org that grows and one that grows well comes down to operating discipline: a forecast call that runs the same way every week, a planning cycle where every team knows the timeline before it starts, and a single set of standards that Sales and Strategy both recognise as their own.

You will sit at the centre of the CCO's operating rhythm and act as the connective tissue between Sales leadership, Revenue Operations, Finance, and Systems.

Week to week, that means making sure the forecast and pipeline cadences run cleanly and that the inputs leaders are looking at are consistent and trusted.

Quarter to quarter, it means driving the mechanics of target setting and quota deployment.

Annually, it means program-managing the planning cycle so that territories, capacity, comp, and targets land on time and tie together.

Responsibilities:

Run the CCO operating rhythm - Support the weekly forecasting and pipeline review cadence for the CCO and Sales leadership: prepare the inputs, run the mechanics, capture actions, and make sure follow-ups close

Own the calendar, templates, and pre-read standards for recurring operating reviews (forecast, pipeline, QBRs) so leaders spend their time on decisions, not logistics

Track commitments and risks coming out of operating reviews and drive them to resolution between meetings

Unify operating standards across Sales and Strategy - Establish and maintain a single set of operating standards, definitions, tools, and best practices across the Sales and Strategy organisation so that teams are running the same plays the same way

Document core processes (forecasting methodology, pipeline hygiene, deal stage criteria, rules of engagement) and drive adoption through enablement and reinforcement, not just publication

Identify where teams have diverged in process or tooling, understand why, and bring them back to a common standard without breaking what's working locally

Drive planning, targets, and quota - Act as the program management backbone for annual and in-year planning: standardize timelines, templates, and tooling; serve as the central DRI for data aggregation; and be the primary point of contact for cross-functional partners like Systems, Finance, and HR

Support target setting across the broader GTM organisation, building the models and managing the process that translates the company plan into segment, region, and team-level numbers

Support comp plan design and quota setting: partner with Sales leadership, Finance, and Total Rewards on plan mechanics, manage the quota allocation and deployment process, and ensure quotas reconcile to plan

Support territory and capacity planning by maintaining the headcount-to-coverage view and flagging gaps before they become attainment problems

Build for scale - Design processes that hold up as the organisation triples; what works as a spreadsheet today should have a clear path to a system tomorrow

Build the templates, runbooks, and documentation so operating quality doesn't depend on any single person being in the loop

Partner with Systems and Analytics to move repeatable manual work into tooling, and use Claude to accelerate documentation, data aggregation, and process design

You may be a good fit if you:

Have 7+ years in sales operations, sales strategy, revenue operations, business operations, or a similar function, with direct experience supporting the operating cadence of a sales organisation

Have run or materially supported core GTM planning processes end to end: annual planning, target setting, quota allocation, territory design, or comp plan rollout

Are an exceptional program manager; you can take a loosely defined cross-functional effort, put a plan around it, and drive it to a deadline across teams you don't control

Understand the rhythm of a sales org from the inside: what a forecast call is for, what 'commit' means, why pipeline coverage matters, and what makes a quota feel fair or unfair to a rep

Are highly structured and detail-oriented without being rigid; you build the standard, but you know when the standard needs to bend

Communicate clearly and concisely up, down, and across; you can write the one-page pre-read that lets a leadership meeting start at the decision instead of the context

Are fluent in Excel/Sheets (modeling, lookups, structured data) and comfortable working in Salesforce; SQL or Looker experience is a plus but not required

Are energized by bringing order to ambiguity and have a low ego about doing the unglamorous work that makes an organisation run

Strong candidates may also have:

Experience with sales compensation design (SPIFs, accelerators, plan mechanics) and the downstream operational realities of administering them

Exposure to consumption-based or usage-based revenue models where forecasting and quota design don't follow the standard SaaS pattern

Familiarity with planning and territory tools (Anaplan, Pigment, Fullcast, or similar)

A track record of using AI tools to accelerate operational and program management work

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

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Responsibilities:

• Building and iterating on fee explainability experiences that empower users to find answers independently
• Developing agentic systems with strong accuracy guarantees,building evaluation frameworks and ensuring reliability at scale
• Creating performant data aggregations and optimizations to handle complex pricing scenarios
• Working across the stack: backend services, frontend experiences, data pipelines, and AI agents
• Collaborating with stakeholders across engineering, product, operations, finance, accounting, and sales
• Independently identifying solutions to user pain points and executing against roadmaps
• Mentoring junior engineers and raising the technical bar for the team

Requirements:

• 5+ years of professional experience in a software development role
• Strong coding skills in any programming language
• Ability to drive and lead large-scale initiatives that solve critical business challenges
• Strong collaboration skills across teams and workstreams
• Track record of developing and delivering high-quality software using industry best practices
• Ability to make effective tradeoffs that balance business priorities, user experience, and technical sustainability

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Product & Solutions Lead, Safety and Security

Location

San Francisco

Employment Type

Full time

Department

Intelligence & Investigations

Compensation

• $288K – $425K • Offers Equity

The base pay offered may vary depending on multiple individualized factors, including market location, job-related knowledge, skills, and experience. If the role is non-exempt, overtime pay will be provided consistent with applicable laws. In addition to the salary range listed above, total compensation also includes generous equity, performance-related bonus(es) for eligible employees, and the following benefits.

• Medical, dental, and vision insurance for you and your family, with employer contributions to Health Savings Accounts

• Pre-tax accounts for Health FSA, Dependent Care FSA, and commuter expenses (parking and transit)

• 401(k) retirement plan with employer match

• Paid parental leave (up to 24 weeks for birth parents and 20 weeks for non-birthing parents), plus paid medical and caregiver leave (up to 8 weeks)

• Paid time off: flexible PTO for exempt employees and up to 15 days annually for non-exempt employees

• 13+ paid company holidays, and multiple paid coordinated company office closures throughout the year for focus and recharge, plus paid sick or safe time (1 hour per 30 hours worked, or more, as required by applicable state or local law)

• Mental health and wellness support

• Employer-paid basic life and disability coverage

• Annual learning and development stipend to fuel your professional growth

• Daily meals in our offices, and meal delivery credits as eligible

• Relocation support for eligible employees

• Additional taxable fringe benefits, such as charitable donation matching and wellness stipends, may also be provided.

More details about our benefits are available to candidates during the hiring process.

This role is at-will and OpenAI reserves the right to modify base pay and other compensation components at any time based on individual performance, team or company results, or market conditions.

About the Team

The Intelligence & Investigations (I2) team detects and disrupts abuse and strategic risks so people can use AI safely. We translate real-world signals, investigations, and external threat intelligence into practical mitigations, operating guidance, and partner-ready support that improves safety outcomes across the AI ecosystem.

About the Role

As a Product & Solutions Lead focused on safety and security, you will build and operate 0–1 products, services, and technical solution packages that help developers and public institutions move from experimentation to durable, trusted outcomes—while maintaining public safety, transparency, and respect for privacy and rights.

This role balances two modes of delivery:

1. Bespoke products and technical solutions for strategic internal and external partners, and

1. Scalable product and solution packages that can be reused broadly across partners and deployments.

Training is a component of scale, but not the center of gravity. You will also ship reference implementations, playbooks, evaluation kits, and repeatable operating models that partners can adopt and operate.

You will work directly with engineers and a multidisciplinary group of safety and geopolitical analysts, and data and quantitative scientists to convert complex, evolving challenges into solutions that teams can adopt in high-stakes environments.

This role is based in San Francisco, CA (hybrid, 3 days/week). Relocation support is available.

In this role, you will:

• Own the 0–1 roadmap for safety and security solution offerings: define the target users, problem statements, tools, operating models, success metrics, and the set of reusable deliverables we ship.

• Design and ship bespoke technical solutions for priority partners (internal and external), then abstract what works into reusable patterns and toolkits.

• Build partner-ready technical artifacts: solution blueprints, reference architectures, evaluation and monitoring guidance, incident/response playbooks, and deployment checklists.

• Package open-source and proprietary capabilities into adoption-ready solutions (e.g., reference implementations, configuration patterns, validated workflows).

• Maintain a consistent delivery model across engagements: intake, scoping, governance alignment, execution cadence, and retrospectives that improve the offering over time.

• Translate evolving threats into actionable guidance and updates for solution packages (e.g., scams/fraud patterns, cyber-enabled threats, ecosystem abuse trends).

• Develop lightweight enablement components as needed: targeted technical modules, hands-on labs, and readiness assessments that accelerate adoption of the solutions.

• Define and instrument impact measurement: adoption milestones, readiness indicators, reliability and safety posture improvements, and partner satisfaction with outputs.

• Partner closely across engineering, safety, geopolitical analysis, and quantitative teams to ensure solutions are technically credible, threat-informed, and measurable.

• Communicate crisply and decision-readily to internal and external stakeholders: progress, trade-offs, risks, and recommendations.

You might thrive in this role if you:

• Have 6+ years in product, technical program leadership, solutions, or platform operations, especially in safety, security, risk, integrity, or enterprise/public-sector contexts.

• Have built 0–1 solution offerings (product plus services or productized services): taking ambiguous needs, shipping something concrete, then scaling it into a repeatable model.

• Have a builder’s mindset: comfortable incubating early-stage ideas, testing them with partners, and evolving them into durable, repeatable safety and security solutions.

• Can go deep with engineers and still produce partner-ready artifacts that are clear

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