Revenue Strategy & Operations Lead

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 SO 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 SO 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 rea ... (truncated, view full listing at source)