Manager, Sales Development, Enterprise

About the Position

We are looking for a Manager, Sales Development, Enterprise to join our team in San Francisco, CA or New York City, NY. This role is pivotal in leading our strategic customer relationships and driving pipeline generation.

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.

Responsibilities

• Build, lead, and scale a team of BDRs focused on the Enterprise segment
• Drive strategic pipeline generation through account-based prospecting and targeted outbound campaigns to Global 2000 accounts
• Coach your team on partnering with Enterprise Account Executives to develop account plans, coordinate multi-threaded outreach, and ensure high-quality opportunity handoffs
• Establish and track KPIs focused on opportunity quality, deal size, and strategic account penetration
• Coach and model for your team on enterprise prospecting, stakeholder mapping, and complex qualification
• Build a deep understanding of enterprise buying processes, and coach the team on navigating procurement, legal, and security requirements
• Own pipeline reviews with sales leadership covering enterprise pipeline health, account penetration, and competitive positioning
• Build strong relationships with cross-functional leaders and partners across Sales, Revenue Operations, Strategy, and Marketing
• Coach and mentor BDRs on strategic prospecting, executive engagement, and career development toward Account Executive roles

Requirements

• Experience managing BDR, SDR, or new business Account Executive teams in an enterprise-focused sales organization
• A track record of building teams that prospect successfully into complex enterprise organizations
• Experience with account-based selling strategies, including account planning, stakeholder mapping, and multi-threaded outreach
• Hands-on proficiency with a CRM and sales engagement tooling (e.g., Salesforce, LinkedIn Sales Navigator, or similar), and the analytical skills to design prospecting systems and measure pipeline quality
• Demonstrated ability to coach representatives on navigating complex organizational structures and multi-stakeholder deals
• Clear written and verbal communication, including the ability to engage executive-level stakeholders
• An understanding of Anthropic’s products, ecosystem, and hands-on building experience with LLMs
• Excitement about Anthropic's mission to develop AI that is safe and beneficial

Preferred Qualifications

• Personal closing experience as an Account Executive, Account Manager, ideally in a management role
• Experience managing teams that prospect into Fortune 500 or Global 2000 accounts
• A track record of developing BDRs who move successfully into enterprise Account Executive roles
• Experience building enterprise prospecting playbooks where none existed
• Hands-on experience with sales tools such as Apollo and HubSpot
• Experience in API-first, consumption-based, or platform business models
• Background in AI or machine learning, cloud infrastructure, or developer platforms
• Familiarity with enterprise procurement, security review, and legal processes

Compensation

The annual compensation range for this role is $285,000 - $350,000 USD.

We Offer

• Competitive compensation
• Optional equity donation matching
• Generous vacation and parental leave
• Flexible working hours
• Lovely office space in San Francisco

About the Company

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.

Logistics

• Minimum education: Bachelor’s degree or an equivalent combination of education, training, and/or experience
• Required field of study: A field relevant to the role as demonstrated through coursework, training, or professional experience
• Minimum years of experience: Years of experience required will correlate with the internal job level requirements for the position
• 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.

Your safety matters to us. To protect yourself from potential scams, remember that Anthropic recruiters only contact you from @anthropic.com email addresses. In some cases, we may partner with vetted recruiting agencies who will identify themselves as working on behalf of Anthropic. Be cautious of emails from other domains. Legitimate Anthropic recruiters will never ask for money, fees, or banking information before your first day. If you're ever unsure about a communication, don't click any links-visit anthropic.com/careers directly for confirmed position openings.