Manager, Mid-Market Industries Sales, West

Anthropic•San Francisco, NY

1d•Hybrid

About The Position

As the Manager, Mid-Market Industries Sales, West at Anthropic, you will build and lead a verticalized sales organization targeting companies with 500–2,500 employees across Financial Services, Insurance, Healthcare, and Life Sciences. You’ll own the strategy and execution for this high-growth segment, managing a team of specialized Account Executives organized by industry vertical who navigate complex but faster-moving sales cycles with mid-market buyers. This role requires a seasoned leader who has experienced rapid scale across multiple contexts—someone who thrives in ambiguity, builds repeatable GTM motions from scratch, and can manage both first-line leaders and managers of managers. You’ll bring 5+ years of progressive leadership experience and a proven ability to attract, develop, and retain high-performing sales talent in verticalized environments. Your success will directly impact Anthropic’s ability to capture the enormous mid-market AI opportunity—bringing Claude to thousands of companies in regulated industries that are ready to adopt AI but need a trusted partner who understands their specific challenges. You’ll work closely with Product, Solutions Engineering, and Customer Success to ensure Claude’s capabilities meet the needs of mid-market buyers while developing scalable, repeatable sales motions across verticals.

Requirements

Have 10+ years of enterprise/mid-market sales experience with at least 5 years in sales leadership roles, including experience managing both first-line managers and managers of managers
Have experienced rapid scale in multiple contexts—you’ve built teams from small to large, launched new segments or territories, and know what it takes to go from 0-to-1 and 1-to-100
Have a proven track record of building and scaling verticalized sales teams selling to mid-market companies (500–2,500 employees), ideally at high-growth technology companies
Have domain expertise in at least one of the core verticals (FSI, Insurance, Life Sciences, Healthcare) with understanding of how mid-market buyers in these industries evaluate and adopt technology
Are skilled at translating technical AI capabilities into vertical-specific value propositions that resonate with mid-market buyers who may have less technical sophistication than enterprise counterparts
Have experience building repeatable sales processes, playbooks, and enablement programs that allow teams to scale efficiently
Are comfortable operating in ambiguous, fast-changing environments while maintaining operational discipline and forecasting accuracy
Are passionate about AI’s potential to transform industries responsibly, with a commitment to Anthropic’s mission of developing safe and beneficial AI

Responsibilities

Mid Market Vertical Sales Strategy & Execution: Develop and execute go-to-market strategies for mid-market companies (500–2,500 employees) across Financial Services, Insurance, Life Sciences, and Healthcare verticals. Define segmentation, account tiering, value propositions, and competitive positioning tailored to mid-market buyer personas and purchasing dynamics.
Team Building & Leadership at Scale: Build and lead a multi-layered verticalized sales organization, managing both first-line managers and managers of managers. Recruit Account Executives with domain expertise, develop leadership bench strength, and create career paths that attract and retain top vertical sales talent in a high-growth environment.
Rapid Scale Operations: Establish and iterate on the systems, processes, and playbooks required to scale a mid-market vertical sales motion from early traction to significant revenue. Bring pattern recognition from scaling teams in prior contexts to move quickly while maintaining quality.
Pipeline & Revenue Ownership: Own pipeline development, forecasting, and quota attainment across mid-market vertical segments. Establish operational rigor in deal management, stage progression, and revenue predictability appropriate for mid-market deal velocity.
Product Partnership: Partner with Product and Research to identify mid-market-specific feature requirements, packaging needs, and integration patterns. Translate customer feedback into product inputs and collaborate on developing industry-specific Claude capabilities suited to mid-market deployment models.
Cross-functional Collaboration: Work closely with Solutions Engineering, Customer Success, Legal, Marketing, and Partnerships to build seamless customer experiences. Coordinate on mid-market demand generation, content, and enablement programs that drive vertical-specific pipeline.
Vertical Expansion: Develop frameworks and playbooks for extending vertical coverage into new industries within the mid-market segment. Identify and prioritize emerging opportunities based on market size, AI readiness, and fit with Anthropic’s mission.