Business Systems Analyst, GTM Systems

About Anthropic

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.

About the role

Anthropic's 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, you'll 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.

We're 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 who's comfortable enough in Salesforce to ship meaningful parts of it themselves. You can move fluidly between whiteboard, requirements doc, and admin console. You'll partner deeply with RevOps on the operating model and with our Salesforce developers on anything that needs code.

Where you might sit

We're 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. You'll 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. You'll 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. You'll 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. You'll 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 that's 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: you've been in the pipeline review, forecast call, or planning session, and you can push back when there's 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 role’s On Target Earnings ("OTE") range, meaning that the range i