GTM Strategy & Operations, FDE

Job summary

Responsibilities

Forward Deployed Engineering (FDE) embeds with our most strategic customers to build production AI systems on Claude. The team takes on work where no playbook exists yet, turns what works into repeatable patterns for partners and our field teams, and brings what it learns back to Product and…

• Own the plan. Build FDE's annual and quarterly plan: headcount and hiring by region and role, capacity, utilization, and the mix of commercial, research and mission-driven…
• Model demand and capacity. Build the demand, capacity and staffing models behind the plan, with scenarios leadership can use for hiring and prioritization decisions.
• Run the business reviews. Lead FDE's monthly and quarterly reviews. Set KPIs with FDE leadership, own the scorecard, and write the materials for GTM and company leadership.
• Build the reporting. Work with Revenue Operations and Data Science to get engagement, staffing and outcome data into our systems so reporting runs without manual work.
• Shape the commercial model. Partner with Finance, Deal Desk and Legal on how FDE engagements are priced, packaged, discounted and contracted, and track the economics of the…

What they're looking for

• Have worked in strategy and operations, business operations, strategic finance or consulting, including direct work with a professional services, implementation, solutions…
• Understand how a services business makes and loses money: utilization, staffing mix, rates, backlog and margin, and how they connect to customer outcomes
• Can build a capacity or staffing model from scratch, explain every assumption in it, and pull the data yourself with SQL
• Have run planning cycles and business reviews for a senior leader and written the materials yourself
• Have taken an unclear question to a recommendation, a decision and a process that other teams still use

Tech stack

• SQL