Business System Analyst Lead, Opportunity Acceleration

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 The Opportunity is where our sellers live: it's the center of gravity for pipeline, forecasting, and how leadership reads the business. This role owns how Anthropic's core sales motion is represented in Salesforce: how deals are tracked, how pipeline is managed, how the sales team itself is structured and credited in system, and how forecasting rolls up to leadership. We're looking for someone who operates at the intersection of three things: a strategist who can sit with sales leadership and shape how they want to understand 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, but you'll be the named owner of the Opportunity domain and the person sales leadership calls when they want to change how the funnel works. Key responsibilities Own the design of the Opportunity lifecycle in Salesforce: stages, sales process, exit criteria, key fields, and the automation and guardrails that keep pipeline data trustworthy Partner with sales leadership on the forecasting motion; design and iterate on native Salesforce forecasting and pipeline inspection to match how the business actually rolls up, and make the tradeoff calls on what sellers enter versus what insight that data unlocks Partner with RevOps to systematize how the sales team is represented and credited: opportunity ownership, team selling, splits, overlays, and the territory and role structures those depend on Operationalize the sales methodology in system, turning qualification frameworks and stage discipline into fields, validation, scoring, and in-context guidance that sellers actually use Own account planning and whitespace as part of the core sales motion: how account plans, coverage, and opportunity identification are captured and connected to pipeline Act as data-model steward for Opportunity and its closest neighbors: the named approver for new fields, automation, and integrations touching the object, 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...