Marketing Operations Manager, Lead Funnel
Anthropic
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
We're seeking a Marketing Operations Manager to own the end-to-end infrastructure and operations of our demand generation engine. This role requires equal strength in technical systems and cross-functional process management. You'll partner with sales leaders to define our ICP, collaborate with data science on scoring models, implement solutions across our tech stack, and run optimization cycles with BDRs and leadership. This high-visibility position directly impacts revenue by ensuring every lead is properly captured, scored, and routed while building scalable processes for our growing GTM organization.
Responsibilities
- Partner with sales leadership to define ICP criteria across multiple business models (B2B, B2C, PLG) and segments from startups to enterprise, translating these into systematic routing rules and scoring models
- Design scoring and routing logic with data science that adapts to multiple buyer personas (executives, developers, individual users) and their non-linear journeys across our product portfolio
- Implement rules-based and ML-driven scoring models in both SaaS tools and data warehouse layers, accounting for regional differences as we expand internationally
- Own technical infrastructure including Salesforce workflows, marketing automation, enrichment tools, and data integrations across a multi-product ecosystem
- Run weekly BDR feedback loops to analyze lead quality, iterate on models, and present insights to GTM leadership
- Build dashboards for funnel metrics and attribution across diverse segments while enabling self-service analytics
- Design lead handoff processes that account for varying segment and buyer needs, aligning marketing, BDRs, sales, and RevOps
- Drive strategic projects including predictive scoring, intent data integration, and AI-enabled qualification that scale across our diverse business
You May Be a Good Fit If You Have
- Significant experience in B2B marketing operations experience (typically 7+ years) with deep expertise in both technical systems and process design
- Proven ability to work cross-functionally with sales, data science, BDRs, and executives to drive consensus and implementation
- Advanced technical skills including Salesforce administration, marketing automation, SQL, and BI tools
- Track record of designing and iterating lead scoring models based on quantitative analysis and qualitative feedback
- Experience managing lead operations in complex, multi-product businesses with diverse customer segments and buyer personas
- Strong analytical and presentation skills to synthesize complex data into executive insights
- Comfort with ambiguity, excellent project management, and ability to build processes from scratch while maintaining operational excellence
- Experience with businesses spanning B2B, B2C, and PLG models is highly valued
Deadline to apply: None. Applications will be reviewed on a rolling basis.
The expected base compensation for this position is below. Our total compensation package for full-time employees includes equity, benefits, and may include incentive compensation.
Logistics
Education requirements: We require at least a Bachelor's degree in a related field or equivalent experience.
Location-based hybrid policy: Currently, we expect all staff to be in one of our offices at least 25% of the time. However, some roles may require more time in our offices.
Visa sponsorship: We do sponsor visas! However, we aren't able to successfully sponsor visas for every role and every candidate. But if we make you an offer, we will make every reasonable effort to get you a visa, and we retain an immigration lawyer to help with this.
We encourage you to apply even if you do not believe you meet every single qualification. Not all strong candidates will meet every single qualification as listed. Research shows that people who identify as being from underrepresented groups are more prone to experiencing imposter syndrome and doubting the strength of their candidacy, so we urge you not to exclude yourself prematurely and to submit an application if you're interested in this work. We think AI systems like the ones we're building have enormous social and ethical implications. We think this makes representation even more important, and we strive to include a range of diverse perspectives on our team.
How we're different
We believe that the highest-impact AI research will be big science. At Anthropic we work as a single cohesive team on just a few large-scale research efforts. And we value impact — advancing our long-term goals of steerable, trustworthy AI — rather than work on smaller and more specific puzzles. We view AI research as an empirical science, which has as much in common with physics and biology as with traditional efforts in computer science. We're an extremely collaborative group, and we host frequent research discussions to ensure that we are pursuing the highest-impact work at any given time. As such, we greatly value communication skills.
The easiest way to understand our research directions is to read our recent research. This research continues many of the directions our team worked on prior to Anthropic, including: GPT-3, Circuit-Based Interpretability, Multimodal Neurons, Scaling Laws, AI & Compute, Concrete Problems in AI Safety, and Learning from Human Preferences.
Come work with us!
Anthropic is a public benefit corporation headquartered in San Francisco. We offer competitive compensation and benefits, optional equity donation matching, generous vacation and parental leave, flexible working hours, and a lovely office space in which to collaborate with colleagues. Guidance on Candidates' AI Usage: Learn about our policy for using AI in our application process