Manager, Sales Development - Enterprise
Anthropic
San Francisco, CA | New York City, NY
Full-Time
$165,000
HybridManager
Anthropics 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.
As a Sales Development Manager for Enterprise at Anthropic, you will lead a strategic BDR team focused on generating high-value pipeline within complex enterprise organizations. You will build and manage a team of 6-10 BDRs who specialize in account-based prospecting, multi-threaded outreach, and sophisticated qualification of enterprise opportunities. This role requires a leader with deep understanding of enterprise sales cycles, complex organizational dynamics, and the patience to develop long-term strategic accounts.
Build, lead, and scale a team of 6-10 BDRs focused on Enterprise segments
Drive strategic pipeline generation through account-based prospecting and targeted outbound campaigns to G2000 accounts
Partner with Enterprise AEs to develop account plans, coordinate multi-threaded outreach, and ensure quality opportunity handoffs
Establish and track KPIs focused on opportunity quality, deal size, and strategic account penetration
Create comprehensive training programs on enterprise prospecting, stakeholder mapping, and complex qualification
Develop deep understanding of enterprise buying processes and coach 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 including Sales, RevOps, Strategy, and Marketing
Coach and mentor BDRs on strategic prospecting, executive engagement, and career development toward enterprise AE roles
3-5 years of experience managing BDR/SDR or New Business AE teams, with significant experience in enterprise-focused organizations
Proven track record of building teams that successfully prospect into complex enterprise organizations
Personal closing experience strongly preferred (former AE, Account Manager, or hybrid IC/management role)
Experience with account-based marketing/selling strategies and tools
Strong analytical skills with experience developing sophisticated prospecting systems
Experience with Claude, Claude Code, Salesforce, Apollo, AI Prospecting Tools, HubSpot, LinkedIn Sales Navigator, and other enterprise sales tools
Demonstrated ability to coach reps on navigating complex organizational structures and multi-stakeholder deals
Excellent communication skills with ability to engage at executive level
Experience in API-first, consumption-based, or platform business models preferred
Bachelor's degree or equivalent work experience
Experience managing teams prospecting to Fortune 500 or Global 2000 accounts
Background in AI/ML, cloud infrastructure, or developer platforms
Track record of developing BDRs who successfully transition to enterprise AE roles
Experience building enterprise prospecting playbooks from scratch
Familiarity with enterprise procurement, security reviews, and legal processes
The annual compensation range for this role is listed below.
For sales roles, the range provided is the roles On Target Earnings ("OTE") range, meaning that the range includes both the sales commissions/sales bonuses target and annual base salary for the role.
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.
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 linksvisit anthropic.com/careers directly for confirmed position openings.
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.
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