Head of International GTM Strategy & Operations

About the role

As the Head of International GTM Strategy & Operations, you will lead our go-to-market operations function across EMEA and APAC regions, driving strategic decision-making and operational excellence as we scale our international presence. You'll build and manage teams supporting regional and sub-regional GTM operations, ensuring our international sales, marketing, and customer success organizations have the processes, systems, and operational support needed to achieve ambitious growth targets while maintaining our commitment to safe AI deployment.

In this role, you'll be a key partner to EMEA and APAC leadership teams, owning critical operating cadences, forecasting processes, and strategic planning initiatives for international markets. You'll build scalable systems and processes that enable regional expansion while maintaining alignment with global GTM strategy, supporting our mission to make AI safe and beneficial worldwide.

Responsibilities:

• Build and scale GTM operations teams across EMEA and APAC regions, providing strategic direction and fostering a culture of operational excellence as Anthropic expands internationally
• Own and optimize key GTM operating cadences for international markets, including regional forecasting processes, monthly and quarterly business reviews, and executive-level reporting
• Partner closely with EMEA and APAC Sales, Marketing, and Customer Success leadership to design and implement regional GTM strategies
• Drive quarterly and annual planning processes for international territory design, regional headcount planning, quota setting, and target allocation
• Establish localized operational frameworks that balance regional customization with global consistency and best practices
• Lead cross-functional initiatives to optimize international GTM efficiency, including process automation, system integrations, and workflow improvements tailored to regional needs
• Develop and implement scalable operating models that support expansion into new international markets and sub-regions
• Collaborate with global GTM Operations, Finance, Product, and Data teams to ensure alignment on international revenue forecasting, pricing strategies, and market analysis
• Navigate regional compliance, legal, and regulatory requirements in collaboration with Legal and Policy teams
• Build and maintain relationships with regional GTM leaders and cross-functional stakeholders, serving as a trusted advisor on international GTM strategy and operations
• Provide strategic insights and recommendations to executive leadership on international market opportunities, competitive positioning, and regional go-to-market effectiveness

You may be a good fit if you:

• Have 10+ years of experience in revenue operations, sales operations, or GTM operations, with at least 5 years in senior leadership roles
• Have proven experience scaling international GTM operations at high-growth technology companies, preferably with responsibility for EMEA and/or APAC regions
• Possess deep expertise in forecasting methodologies, territory management, quota planning, and GTM performance measurement for international markets
• Have experience building and scaling operations teams across multiple regions and time zones
• Are highly proficient in CRM systems (Salesforce), sales enablement platforms, and GTM technology stacks
• Have demonstrated success navigating regional differences in market dynamics, business practices, and regulatory requirements
• Excel at stakeholder management and cross-functional collaboration, with demonstrated ability to influence regional and global leadership
• Are a strategic thinker with the ability to balance global consistency with regional customization
• Have experience managing through complexity and ambiguity in fast-paced, evolving international markets
• Possess excellent communication skills and cultural fluency to work effectively across diverse regional teams
• Thrive in a mission-driven environment and are passionate about the responsible development and deployment of AI technology globally

Strong candidates may also have:

• Experience in API-first, consumption-based, or complex B2B business models with international customer bases
• Background working with enterprise customers across multiple regions and understanding of regional variations in sales cycles
• Deep knowledge of EMEA and APAC market dynamics, business cultures, and regulatory environments
• Experience establishing operations in new international markets and managing market entry strategies
• Multilingual capabilities or experience working in multicultural business environments
• Knowledge of compliance and regulatory requirements relevant to AI/ML companies in international markets
• MBA or advanced degree in a quantitative or business field
• Previous experience as a regional operations leader before moving into global or multi-regional roles

Logistics

Education requirements: We require at least a Bachelor's degree in a related field or equivalent experience.

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.

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