Strategic Overview
Manager, Sales Development, Enterprise at Anthropic is a sales-support opportunity centered on the specialist responsibilities and outcomes described in the employer's listing.
The published role emphasizes work such as 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.
The role is listed for San Francisco, CA / New York City, NY with the working arrangement published with the role, giving candidates the practical context needed to assess fit before applying.
Key information at a glance
About This Role
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.
Key Responsibilities & Objectives
- 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
Required Qualifications & Candidate Blueprint
- 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
Salary & Benefits
Published compensation: $285,000 – $350,000 USD
- Own pipeline reviews with sales leadership covering enterprise pipeline health, account penetration, and competitive positioning
Full Job Description
The following is the complete job description supplied by the source. We sanitize unsafe markup and remove external links, but do not shorten or rewrite the employer's source content.
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
As a Sales Development Manager for Enterprise at Anthropic, you will lead the team that opens our most strategic customer relationships. You'll build and manage a team of 6-10 Business Development Representatives (BDRs) who generate high-value pipeline inside complex enterprise organizations through account-based prospecting, multi-threaded outreach, and rigorous qualification.
Enterprise buying is long and involves many stakeholders. The work here is less about volume and more about depth: knowing an account well enough to reach the right people with the right message, and staying with it long enough to turn early conversations into real opportunities. You'll bring a strong understanding of enterprise sales cycles and organizational dynamics, and you'll coach your team to develop strategic accounts over time.
You'll partner closely with Enterprise Account Executives and with leaders across Sales, Revenue Operations, Strategy, and Marketing. You'll also develop the next generation of Anthropic's enterprise sellers, helping BDRs grow into Account Executive roles while they help the world's largest organizations adopt safe, frontier AI.
Key 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
Minimum qualifications
- 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 Claude, Claude Code, or other AI prospecting tools, and 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
The annual compensation range for this role is listed below.
For sales roles, the range provided is the role’s On Target Earnings ("OTE") range, meaning that the range includes both the sales commissions/sales bonuses target and annual base salary for the role.
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.
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.
Editor’s Market Perspective (Our Custom Analysis)
Why This Position Matters
This sales-support opening is a useful opportunity for candidates whose experience matches the role-specific capabilities named in the listing. Its strongest career signal is the scope of the work itself — particularly Build, lead, and scale a team of BDRs focused on the Enterprise segment — rather than a generic title alone.
Resume & Application Strategy
For the application, mirror the employer's language where it truthfully matches your background: foreground the role-specific capabilities named in the listing, quantify outcomes from comparable work, and place the most relevant experience near the top of the resume. If the listing specifies tools, platforms, leadership scope, or domain experience, use those exact terms in context instead of presenting an unrelated keyword list.
We organize source-provided information into this independent job-seeker overview. Compensation is shown only when the source provides it; the official listing remains the authority for current requirements and application instructions.