Business System Analyst Lead, Opportunity Acceleration

Details

Anthropic’s mission is to create reliable, interpretable, and steerable AI systems. The Opportunity is where 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.

This role sits at the intersection of strategy, analysis, and hands-on Salesforce build. You will partner with sales leadership and RevOps, own the Opportunity domain and its data model, ship declarative solutions where appropriate, and write clear specs for developers where needed.

Responsibilities

• Own the design of the Opportunity lifecycle in Salesforce: stages, sales process, exit criteria, key fields, automation, and guardrails to keep pipeline data trustworthy.
• Partner with sales leadership on the forecasting motion; design and iterate on native Salesforce forecasting and pipeline inspection to match business rollups and make tradeoffs between seller input and insight gained.
• Partner with RevOps to systematize how the sales team is represented and credited: opportunity ownership, team selling, splits, overlays, and territory/role structures.
• Operationalize the sales methodology in system by converting qualification frameworks and stage discipline into fields, validation, scoring, and in-context guidance.
• Own account planning and whitespace capture: how account plans, coverage, and opportunity identification are captured and connected to pipeline.
• Act as data-model steward for Opportunity and adjacent objects: approve new fields, automations, and integrations touching the object and document their rationale.
• Build and ship declarative solutions (Flows, validation rules, page/path design) where appropriate and write developer-ready specs for more complex work.
• Own seams to adjacent domains (quote-to-cash, partner attribution, renewals, lead handoff) to ensure coherent seller experience end-to-end.
• Evaluate and configure tooling to accelerate in-pipeline work: deal inspection, activity capture, mutual action plans, guided selling.
• Run discovery, UAT, enablement, and adoption measurement for delivered solutions; set the bar for how BSA work is done on the team.

Requirements

• Experience in GTM/Revenue systems as a Business Systems Analyst, Sales Systems Lead, or RevOps Systems role with real ownership of the Opportunity, pipeline, and forecasting domain.
• Experience designing and rolling out an Opportunity stage model, sales methodology, or forecasting motion at a fast-growing company, owning it from discovery through enablement and adoption.
• Credibility with sales leaders: participation in forecast calls and understanding of pipeline coverage, conversion, slippage, and commit; ability to push back when needed.
• Hands-on Salesforce skills and comfort building meaningful parts of your own solution (Flow, validation rules, page and Path design, forecasting setup) and producing clean specs for developers.
• Strong communication skills across sellers, sales leadership, RevOps, and engineers.

Preferred Qualifications

• 8+ years of experience in GTM/Revenue systems roles.
• Salesforce Administrator certification; Advanced Administrator, Business Analyst, or Sales Cloud Consultant certification is a plus.
• Experience partnering with RevOps or Sales Strategy on team-structure questions (ownership, splits, overlays, territory) and translating decisions into working system design.
• Curiosity about AI-assisted systems work and eagerness to incorporate it into design, build, and documentation; prior hands-on use is a strong plus.

Compensation

• Annual Salary: $270,000 - $310,000 USD

Logistics

• Locations: San Francisco, CA; New York City, NY; Seattle, WA.
• Location-based hybrid policy: staff expected to be in one of our offices at least 25% of the time (some roles may require more).
• Minimum education: Bachelor’s degree or equivalent combination of education/training/experience.
• Visa sponsorship: Anthropic states they do sponsor visas and retain an immigration lawyer to assist, though sponsorship is not guaranteed for every role/candidate.

Benefits

• Competitive compensation and benefits, optional equity donation matching, generous vacation and parental leave, flexible working hours, and an office space for collaboration.

How we work

• Anthropic emphasizes collaborative, high-impact AI research and values strong communication. The team works on a small number of large-scale research efforts and hosts frequent research discussions to align on priorities.

Application notes

• Applicants are encouraged to apply even if they do not meet every listed qualification. Anthropic provides guidance on candidate AI usage and warns about recruiter scams (official recruiters email from @anthropic.com).