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 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.

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