Head of GTM Programs EMEA

London · GBP 195,000-225,000 / year · 10+ years experience · Hybrid · Posted Oct 19, 2026

At a glance

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.

As Head of GTM Programs, EMEA at Anthropic, you will bring the GTM Programs function to Europe, the Middle East, and Africa.
You will partner directly with executive sales leaders, frontline managers, and sellers to design, launch, and measure structured programs that drive pipeline and revenue impact.
This is a high-visibility leadership role combining quantitative rigor with hands-on program execution to accelerate the safe adoption of frontier AI.

Serve as a trusted advisor to EMEA Sales Leadership by bringing data-backed insight and recommendations into operating reviews.
Analyze the health of the EMEA pipeline across volume, conversion, velocity, and efficiency, and partner with Revenue Operations to implement solutions.
Shape a consolidated demand generation plan and calendar across EMEA's inbound, outbound, and partner channels.
Own GTM programs end to end in close partnership with the field, translating leadership priorities into structured programs.
Partner closely with Marketing, Enablement, and Sales Strategy to standardize playbooks and build a unified approach to pipeline generation.
Decide what to run once for EMEA, what to localize by sub-region or language, and what to leave to country teams.
Introduce AI-driven insights into lead prioritization, forecasting, and opportunity management.
Define the measurement plan before a program launches, including baseline, targets, and uplift metrics.
Instrument every program into the GTM operating cadence so leadership can inspect results.
Build and lead the EMEA GTM Programs team, developing people across countries and time zones.

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 the ability to speak to the uplift they produced.
Experience designing and leading demand generation campaigns or programs in direct partnership with field sales organizations.
Demonstrated 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, including across countries and time zones.
Strong written and verbal communication skills, with experience presenting to and influencing senior leadership.
Working knowledge of how data-protection and marketing-consent rules (GDPR, ePrivacy, and national variations) shape outbound and demand generation in Europe.
Track record of driving cross-functional initiatives to completion across teams without formal authority over them.
Comfort working in fast-moving, ambiguous environments and building where no process exists yet.
Excitement about Anthropic's mission to develop AI that is safe and beneficial.

Experience combining sales programs with marketing or sales readiness/enablement functions.
Experience designing measurement or attribution frameworks for GTM motions.
Experience working inside or alongside a sales organization's operating cadence and making program results legible within it.
Track record of building and scaling operational frameworks in a fast-paced, matrixed organization.
Experience introducing AI or advanced analytics into sales or revenue workflows.
Hands-on experience creating AI workflows with Claude or similar tools.
Experience leading programs through periods of GTM or organizational change.
Experience in a high-growth AI, ML, or other emerging technology company.

Location-based hybrid policy: currently expect all staff to be in one of our offices at least 25% of the time, though some roles may require more.