Business Systems Analyst, GTM 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 strategy, data/process design, and hands-on Salesforce building. You'll partner deeply with RevOps on the operating model and with Salesforce developers on code-based requirements.

Potential Domains

• Opportunity Acceleration: Deal tracking, forecasting, team structures, and ownership.
• Lead-to-Pipeline: Inbound demand, lifecycle stages, routing, handoff rules, and seller tools.
• Post-Sales: Renewals, expansion, customer coverage, and account management views.
• Partnerships: Partner-sourced/co-sell deals, registration, attribution, and reporting.

Key Responsibilities

• Own the design of your core funnel domain in Salesforce: lifecycle stages, process, exit and handoff criteria, key fields, and automation.
• Partner with GTM leadership on operational motions, making tradeoff calls between data entry burden and insight generation.
• Partner with RevOps to systematize assignment, crediting, ownership, routing, coverage, splits, and territory structures.
• Operationalize methodology into fields, validation, scoring, and in-context guidance.
• Act as data-model steward for your domain: approve new fields, automation, and integrations.
• Build and ship declarative solutions (Flows, validation, page design) and draft technical specs for developer handoffs.
• Own integration points across adjacent lifecycle stages (lead handoff, opportunity, quote-to-cash, renewal, partner attribution).
• Evaluate and configure tooling for routing, activity capture, sequencing, and account planning.
• Run discovery, UAT, enablement, and adoption measurement.

Qualifications

Minimum Qualifications

• Experience in GTM/Revenue systems as a Business Systems Analyst, Sales Systems Lead, or RevOps Systems role with domain ownership in lead management, opportunities/pipeline, renewals, or partner channels.
• Experience designing and rolling out a lifecycle, process model, or forecasting motion at a fast-growing company.
• Credibility and partnership experience with GTM leadership.
• Hands-on Salesforce declarative skills (Flow, validation, assignment/routing, Path design) and developer spec writing.
• Crisp communication across cross-functional technical and business teams.
• Bachelor’s degree or an equivalent combination of education, training, and/or experience.

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 (splits, territories, ownership).
• Experience spanning multiple lifecycle domains.
• Curiosity about AI-assisted systems work.