Business System Analyst Lead, Opportunity Acceleration

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 rest without five rounds of clarification

• Own the seams to adjacent domains (quote-to-cash, partner attribution, renewals, lead handoff) so the seller experience is coherent end to end even where the build sits with another team

• Evaluate and configure tooling that accelerates in-pipeline work: deal inspection, activity capture, mutual action plans, guided selling

• Run discovery, UAT, enablement, and adoption measurement for everything you ship; set 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 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: you've been in the forecast call, you understand pipeline coverage, conversion, slippage, and commit, and you can push back on a VP when there's a better answer

• Hands-on Salesforce skills, with comfort building meaningful parts of your own solution (Flow, validation, page and Path design, forecasting setup) and specs that make the handoff to developers clean

• Crisp communication across sellers, sales leadership, RevOps, and engineers, adjusting altitude for each

Preferred qualifications

• 8+ 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, splits, overlays, territory) and turning those decisions into working system design

• 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