Business Systems Analyst, GTM Systems

About Anthropic

Anthropics 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

Anthropics go-to-market engine runs on Salesforce: how leads become pipeline how deals are tracked and forecast how customers renew and expand and how partners work alongside our sellers. As a Business Systems Analyst youll be responsible for how one of those core motions is represented in system and a trusted partner to GTM leadership when they want to change how it works.

Were looking for someone who operates at the intersection of three things: a strategist who can sit with GTM leaders and shape how they want to understand their part of the business an analyst who can turn that into rigorous process and data design and a builder whos comfortable enough in Salesforce to ship meaningful parts of it themselves. You can move fluidly between whiteboard requirements doc and admin console. Youll partner deeply with RevOps on the operating model and with our Salesforce developers on anything that needs code.

Where you might sit

Were hiring across several parts of the customer lifecycle. Placement depends on your background and where you can have the most impact.

Opportunity Acceleration: Owns how deals are tracked forecast and credited in Salesforce from stage design and forecasting to the ownership and team structures behind them. Youll partner with sales leadership to make pipeline something everyone can trust and sellers can work quickly.

Lead-to-Pipeline: Owns how leads inbound demand and BDR outreach become qualified pipeline: lifecycle stages routing and ownership handoff rules and the tools BDRs and sellers work in every day. Youll partner with BDR marketing and sales leadership to make the path from first touch to open opportunity faster and easier to measure.

Post-Sales: Owns the systems behind renewals expansion and customer coverage: how post-sale opportunities are created forecast and worked by account management and customer success. Youll give post-sales leaders a clear trustworthy view of the customer base and the tools to act on it.

Partnerships: Owns how partner-sourced and co-sell deals are registered attributed and worked alongside our sellers including the partner-facing processes and reporting leadership relies on. Youll help turn a fast-growing channel into a motion the business can measure and scale.

Key responsibilities

• Own the design of your core funnel domain in Salesforce: lifecycle stages process exit and handoff criteria key fields and the automation and guardrails that keep the data trustworthy

• Partner with GTM leadership on how their motion runs and how they want to see it and make the tradeoff calls on what teams enter versus what insight that data unlocks

• Partner with RevOps to systematize how GTM teams are structured assigned and credited: ownership routing coverage splits and the territory and role structures those depend on

• Operationalize the methodology in system turning frameworks and process discipline into fields validation scoring and in-context guidance that people actually use

• Act as data-model steward for your domain and its closest neighbors: the named approver for new fields automation and integrations touching those objects and the keeper of why each one exists

• Build and ship declarative solutions yourself where thats the right call and write specs clean enough that our developers can build the rest without five rounds of clarification

• Own the seams to the neighboring stages of the customer lifecycle (lead handoff opportunity quote-to-cash renewal partner attribution) so the experience is coherent end to end even where the build sits with another team

• Evaluate and configure tooling that accelerates the motion: routing activity capture sequencing deal inspection account planning

• Run discovery UAT enablement and adoption measurement for everything you ship; help raise the bar for how BSA work is done on this team

Minimum qualifications

• Experience in GTM/Revenue systems as a Business Systems Analyst Sales Systems Lead or RevOps Systems role with real ownership of work in a core funnel domain such as lead management opportunity and pipeline renewals and account management or partner channel

• Experience designing and rolling out a lifecycle process model or forecasting motion at a fast-growing company owning it from discovery through enablement and adoption

• Credibility with GTM stakeholders: youve been in the pipeline review forecast call or planning session and you can push back when theres a better answer

• Hands-on Salesforce skills with comfort building meaningful parts of your own solution (Flow validation assignment and routing page and Path design) and specs that make the handoff to developers clean

• Crisp communication across GTM teams leadership RevOps and engineers adjusting altitude for each

Preferred qualifications

• 5 years of experience in GTM/Revenue systems roles

• Salesforce Administrator certification

• Advanced Administrator Business Analyst or Sales Cloud Consultant certification

• Experience partnering with RevOps or Sales Strategy on team-structure questions (ownership routing splits territory) and turning those decisions into working system design

• Experience across more than one part of the customer lifecycle such as lead opportunity renewal or partner

• Curiosity about AI-assisted systems work and eagerness to fold it into how you design build and document; prior hands-on use is a strong plus

The annual compensation range for this role is listed below.

For sales roles the range provided is the roles On Target Earnings (OTE) range meaning that the range includes both the sales commissions/sales bonuses target and annual base salary for the role.

Annual Salary:

$270000 - $315000 USD

Logistics

Minimum education: Bachelors 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 arent 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 youre interested in this work. We think AI systems like the ones were 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.

Your safety matters to us. To protect yourself from potential scams remember that Anthropic recruiters only contact you some cases we may partner with vetted recruiting agencies who will identify themselves as working on behalf of Anthropic. Be cautious of emails from other domains. Legitimate Anthropic recruiters will never ask for money fees or banking information before your first day. If youre ever unsure about a communication dont click any linksvisit

How were 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. Were 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.

Required Experience:

IC