Manager, Sales Development - Startups/Commercial

Anthropic•San Francisco, NY

9d•Hybrid

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. Role Overview: As a Sales Development Manager for Startups and Commercial at Anthropic, you will lead a high-velocity BDR team focused on driving pipeline generation for our fastest-moving market segments. You will build and manage a team of 8-12 BDRs who specialize in rapid lead qualification and high-volume outbound prospecting in startup and commercial accounts. This role requires a leader who thrives in fast-paced environments and can build repeatable, scalable processes for velocity-driven pipeline development.

Requirements

2-4 years of experience managing BDR/SDR teams, preferably in high-growth SaaS or technology companies
Proven track record of building and scaling velocity-focused sales development teams
Experience managing teams prospecting into Startup or Commercial/SMB market segments
Strong analytical skills with experience using data to optimize team performance and conversion rates
Experience with Salesforce, HubSpot, Outreach/Salesloft, and sales analytics tools
Demonstrated ability to build efficient, repeatable processes that scale with volume
Excellent communication and leadership skills with ability to motivate and develop talent
Experience in API-first, consumption-based, or usage-based business models preferred
Bachelor's degree or equivalent work experience

Nice To Haves

Experience at companies with PLG (product-led growth) or developer-focused go-to-market motions
Experience selling an API product
Background managing teams that handle high amount of leads per day per rep
Track record of BDRs successfully transitioning to AE roles under your leadership
Experience building BDR functions in early-stage or Series B-D companies
Familiarity with AI/ML industry and technical product positioning

Responsibilities

Build, lead, and scale a team of 8-12 BDRs focused on Startup and Commercial segments
Drive high-velocity pipeline generation through optimized inbound lead management and targeted outbound campaigns
Establish and track KPIs focused on speed-to-lead, conversion rates, and volume metrics
Partner with Startup and Commercial AEs to ensure tight alignment on ICP, qualification criteria, and handoff processes
Create streamlined training programs focused on rapid qualification and high-volume prospecting techniques
Implement and optimize sales technology stack to maximize team efficiency and throughput
Own Pipeline Reviews with sales leadership covering top-of-funnel health, conversion velocity, and campaign effectiveness
Build a culture of urgency, experimentation, and continuous improvement
Coach and develop BDRs on velocity prospecting, quick qualification, and career progression