Head of GTM Programs EMEA

b Overview /b p As Head of GTM Programs, EMEA you will establish and lead a cross-country GTM programs function to drive pipeline and revenue in the region. You partner with sales, marketing, enablement, and strategy to design, launch, and measure programs aligned to regional and global priorities. The role combines analytical rigor with hands-on execution in a high-visibility leadership position. You’ll define scalable plays, balance regional localization with country needs, and embed AI-driven insights into GTM work. This is a chance to shape how Anthropic scales its frontier AI responsibly across Europe, the Middle East, and Africa. /p b Pay / Benefits /b ul li Competitive compensation and benefits /li li Optional equity donation matching /li li Generous vacation and parental leave /li li Flexible working hours /li li Office space for collaboration /li /ul b Responsibilities /b ul li Advise EMEA Sales Leadership with data-backed insights and resource recommendations /li li Analyze EMEA pipeline health and partner with Revenue Operations to fix bottlenecks /li li Shape a consolidated demand generation plan across inbound, outbound, and partner channels /li li Own GTM programs end-to-end from concept to launch, iteration, and measured uplift /li li Standardize playbooks with Marketing, Enablement, and Sales Strategy for end-to-end pipeline progression /li li Decide regional vs. localized programs and manage region-specific rules like data protection /li li Introduce AI-driven insights into lead prioritization, forecasting, and opportunity management /li li Define a measurement plan before program launches including uplift attribution /li li Institutionalize programs into the GTM cadence for executive reviews /li li Build and lead the EMEA GTM Programs team across countries and time zones /li /ul b Key requirements /b ul li 10+ year experience in sales programs, sales operations, business development, sales readiness, or marketing in a technology or SaaS environment /li li Experience designing and running end-to-end GTM programs with measurable uplift /li li Experience designing demand generation campaigns in partnership with field sales across multiple countries /li li Analytical approach with familiarity in CRM and pipeline reporting tools (e.g., Salesforce) /li li Experience leading and developing a multi-country team /li li Strong written and verbal communication with experience influencing senior leadership /li li Knowledge of GDPR, ePrivacy, and national data protection variations in Europe /li li Record of driving cross-functional initiatives to completion without formal authority /li li Comfort in fast-moving, ambiguous environments and building processes where none exist /li li Excitement about Anthropics mission to develop safe and beneficial AI /li /ul ul li Strong communication and presentation skills /li li Cross-functional collaboration /li li Strategic thinking and stakeholder management /li li CRM and pipeline reporting (Salesforce) /li li Data-driven decision making and analytics /li li AI-driven insights for lead prioritization and forecasting /li /ul