Head of GTM Programs EMEA

About this role

Lead Anthropic’s go-to-market programs across EMEA, building a regional function that turns strategic sales priorities into measurable pipeline and revenue impact. Partner with sales and cross-functional teams to design, launch, measure, and scale programs suited to the region’s varied markets.

About the company

Anthropic builds reliable and interpretable AI systems, including the Claude family of models, for businesses and developers. The company focuses on AI safety research and practical AI assistants for enterprise and consumer use.

The team

GTM Programs

What you'll do

• Advise EMEA sales leadership with data-backed recommendations and program insights.
• Analyze pipeline performance and partner with Revenue Operations to improve funnel health.
• Plan regional demand generation across inbound, outbound, and partner channels.
• Own GTM programs from planning through launch, measurement, and iteration.
• Coordinate with Marketing, Enablement, and Sales Strategy on unified playbooks.
• Determine which programs to standardize regionally, localize, or delegate to country teams.
• Introduce AI-driven insights into lead prioritization, forecasting, and opportunity management.
• Build and lead the EMEA GTM Programs team.

What we're looking for

• 10+ years in sales programs, sales operations, business development, sales readiness, or marketing in technology or SaaS.
• Demonstrated end-to-end GTM program ownership and measurable results.
• Experience leading demand generation with field sales across multiple countries.
• Strong quantitative skills and familiarity with CRM and pipeline reporting tools such as Salesforce.
• Experience leading and developing teams across countries and time zones.
• Strong communication and senior-leadership influencing skills.
• Working knowledge of GDPR, ePrivacy, and national variations affecting marketing and outbound activity.
• Track record of completing cross-functional initiatives and building processes in ambiguous environments.

Nice to have

• Experience combining sales programs with marketing or enablement.
• Experience with GTM measurement, attribution, and experiment design.
• Experience working within sales operating cadences such as forecast and pipeline reviews.
• Experience applying AI or advanced analytics to sales workflows.
• Hands-on experience creating operational AI workflows with Claude or similar tools.
• Experience in high-growth AI, ML, or emerging technology companies.
• Experience building a new function or scaling programs through organizational change.
• Partner or marketplace-led GTM experience; fluency in a European language.