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Head of GTM Programs EMEA

Anthropic· Sales
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Hybrid (London, UK)£195k - £225kFull-timePosted 6d ago

About the role

Lead and build Anthropic’s GTM Programs function for Europe, the Middle East and Africa (EMEA), partnering with executive sales leaders and cross-functional teams to design, launch, and measure programs that drive pipeline and revenue across the region.

Responsibilities

  • Serve as a trusted advisor to EMEA Sales Leadership: bring data-backed insight and recommendations into operating reviews, including program and resourcing decisions, and shape strategic initiatives.
  • Analyze the health of the EMEA pipeline across volume, conversion, velocity, and efficiency, identify breakdowns in the funnel, and partner with Revenue Operations to implement solutions.
  • Shape a consolidated demand generation plan and calendar across EMEA's inbound, outbound, and partner channels, aligning to regional and global sales priorities to meet pipeline generation targets.
  • Own GTM programs end to end in close partnership with the field: translate leadership priorities into structured programs with clear objectives, owners, and milestones, and carry them from concept through launch, operations, and iteration, with measured uplift as the outcome.
  • Partner with Marketing, Enablement, and Sales Strategy to standardize playbooks and build a unified end-to-end approach to pipeline generation and progression.
  • Decide what to run once for EMEA, what to localize by sub-region or language, and what to leave to country teams, including outreach and data-protection rules that differ by market.
  • Introduce AI-driven insights into lead prioritization, forecasting, and opportunity management, partnering with analytics teams to surface predictive signals such as conversion likelihood and deal risk.
  • Define the measurement plan before a program launches: baseline, targets, uplift metrics, and how results will be attributed to the program.
  • Instrument every program into the GTM operating cadence, so leadership can inspect results in the same reviews where they run the business.
  • Package effective plays into repeatable patterns for sellers and lead program adoption and communication as the sales organization scales.
  • Build and lead the EMEA GTM Programs team, developing people across countries and time zones.

Qualifications

  • 10+ year experience in sales programs, sales operations, business development, sales readiness, or marketing within a technology or SaaS environment.
  • Experience designing and running sales or GTM programs end to end, with measurable uplift.
  • Experience designing and leading demand generation campaigns or programs in direct partnership with field sales across multiple countries.
  • Analytical and quantitative approach to measuring, reporting on, and optimizing program performance, including familiarity with CRM and pipeline reporting tools (e.g., Salesforce).
  • Experience leading and developing a team across countries and time zones.
  • Strong written and verbal communication skills, with experience presenting to and influencing senior leadership.
  • Working knowledge of data-protection and marketing-consent rules (GDPR, ePrivacy, and variations) in Europe.
  • Track record of driving cross-functional initiatives to completion without formal authority.
  • Comfort in fast-moving, ambiguous environments and building processes where none exist.

Skills

Required:GTM program design and managementData-driven decision makingDemand generationCross-functional leadership
Nice to have:AI-driven insights

Benefits

  • Competitive compensation and benefits
  • Optional equity donation matching
  • Generous vacation and parental leave
  • Flexible working hours
  • Office space for collaboration
Last updated Oct 21, 2026. Interested? Apply on the company site.

About Anthropic

building reliable, interpretable, and steerable AI systems

Anthropic is an AI safety and research company that's working to build reliable, interpretable, and steerable AI systems.

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