Manager, Sales Development - Enterprise
About The Position
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. 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.
Requirements
- 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
Nice To Haves
- 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
Responsibilities
- 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
Benefits
- competitive compensation and benefits
- optional equity donation matching
- generous vacation and parental leave
- flexible working hours
- a lovely office space in which to collaborate with colleagues
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What This Job Offers
Job Type
Full-time
Career Level
Manager
Number of Employees
1,001-5,000 employees
