Manager, Enterprise Sales - Pharma

Anthropic•San Francisco, NY

1d•Hybrid

About The Position

Anthropic is seeking a Sales Manager for Life Sciences to lead the foundational team introducing its frontier AI platform to pharmaceutical and biotech organizations, including large pharma, mid-size and emerging biotech, and organizations that support drug development. The manager will build and develop a team of Strategic Account Executives, drive adoption through strategic deals, and coach consultative sales approaches grounded in a strong understanding of the drug development lifecycle. They will also serve as a trusted advisor to senior stakeholders, helping organizations embed and deploy AI across the lifecycle from target discovery through commercialization. The role works closely with Product, Applied AI, Marketing, and Enablement to refine the value proposition, sales methodology, market positioning, and go-to-market strategies for life sciences. It involves identifying opportunities across discovery, preclinical, clinical, regulatory, manufacturing, and commercial functions; building strategic partner relationships; and establishing Anthropic as a leading AI partner in pharma and biotech. The position supports Anthropic’s mission to develop reliable, safe, and beneficial AI. The role is hybrid under Anthropic’s current policy, with staff expected to work from an office at least 25% of the time; some roles may require more office time. A bachelor’s degree or equivalent combination of education, training, and/or experience is the minimum education listed. The annual OTE range is $450,000–$700,000 USD.

Requirements

10+ years of experience in life sciences, including at least 5 years selling into or working within pharma or biotech organizations, or related consulting.
Experience managing or coaching enterprise sales teams and a track record of measurable revenue outcomes in pharma, biotech, or adjacent life sciences settings.
Deep understanding of pharma and/or biotech business models, operations, economics, the drug development lifecycle, regulatory environment (including FDA, EMA, GxP, and 21 CFR Part 11), and competitive dynamics.
Experience managing or overseeing complex, multi-stakeholder sales cycles in pharma or biotech and securing strategic deals by understanding technical requirements and scientific, regulatory, and commercial use cases.
Proven experience exceeding revenue targets through effective team pipeline management and sales-process management.
Excellent communication skills and the ability to present to audiences ranging from discovery scientists and clinical leaders to C-suite executives.
Genuine interest in deploying AI responsibly and motivation to advance Anthropic’s mission.
Bachelor’s degree or an equivalent combination of education, training, and/or experience; the field of study must be relevant to the role as demonstrated through coursework, training, or professional experience.

Nice To Haves

Deep understanding of buying cycles, decision-making processes, and pain points across large pharma and biotech and across R&D, clinical, regulatory, manufacturing, and commercial functions.
Strategic and analytical approach to assessing the market, with creative, hands-on execution and willingness to work directly on deals alongside the team.
Experience developing and refining AI use cases with customers and channel partners across drug discovery, clinical development, regulatory and quality, pharmacovigilance, manufacturing, or commercial functions.
Experience building or scaling a specialized sales team from an early stage.
Passion for or experience with advanced AI systems and their applications in drug discovery and development, with strong conviction around safe, ethical AI development.

Responsibilities

Build and lead a specialized team of Strategic Account Executives covering large pharma and biotech accounts; set segment growth targets and coach representatives through the sales cycle from outbound prospecting to close.
Design sales strategies for pharma and biotech procurement cycles, translating market and trend analysis into account plans and campaigns that meet or exceed team revenue targets.
Identify and prioritize opportunities across drug discovery, preclinical development, clinical trials, regulatory affairs, medical affairs, manufacturing and quality, pharmacovigilance, and commercial functions; partner cross-functionally to differentiate Anthropic’s offering.
Run a disciplined pipeline and forecasting cadence, managing the evolving sales process to deliver predictable performance against quota.
Serve as a domain expert across the pharma and biotech value chain and translate that expertise into repeatable playbooks, frameworks, and go-to-market strategies.
Partner with C-suite and senior R&D leaders to design multi-year AI transformation roadmaps and build trusted relationships.
Work with Product and Applied AI to convey customer feedback and inform product and roadmap development.
Build strategic relationships with life sciences system integrators, technology vendors, CROs, CDMOs, and industry organizations.
Represent Anthropic through conference presentations, white papers, case studies, and industry forums.
Codify learnings into playbooks, templates, and best practices with Marketing and Enablement to scale use cases and proof points.