Manager, Sales Development

Anthropic•San Francisco, CA

48d•$215,000 - $300,000•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. As a Sales Development Manager at Anthropic, you'll lead and scale our business development function to drive pipeline generation for our frontier AI products. You'll build and manage a high-performing team of BDRs, optimize our lead management processes, and collaborate closely with sales leadership to ensure alignment between pipeline generation and revenue goals. This is a critical role in scaling Anthropic's go-to-market engine during a period of hyper-growth.

Requirements

3-5 years of experience managing BDR teams, preferably in high-growth SaaS or technology companies
Proven track record of building and scaling successful BDR teams
Strong analytical skills with experience using data to drive decision-making
Experience with Salesforce, HubSpot, and sales analytics tools
Demonstrated ability to develop and implement effective sales processes
Excellent communication and leadership skills
Experience in API-first or consumption-based business models preferred
Bachelor's degree or equivalent work experience

Nice To Haves

Experience managing teams in AI/ML or developer-focused companies
Background in both inbound and outbound lead generation strategies
Track record of developing BDRs who successfully transition to AE roles
Experience building teams from scratch in early-stage companies

Responsibilities

Build, lead, and scale a team of 8-12 BDRs focused on both inbound lead management and strategic outbound prospecting
Partner with sales leadership to align pipeline generation with revenue targets across Startup and Enterprise segments
Establish and track KPIs for lead quality, conversion rates, and pipeline contribution
Create comprehensive training programs and career development paths for BDRs
Collaborate with marketing to optimize lead quality and campaign effectiveness
Drive adoption of sales tools and technologies (Salesforce, HubSpot, SQL) to improve team efficiency
Own Pipeline Reviews with sales leadership - covering top of funnel health, conversion metrics, outbound progress, and marketing support / follow-through
Manage relationships with cross-functional stakeholders including sales, marketing, and operations
Build scalable processes to support Anthropic's rapid growth
Coach and mentor BDRs on prospecting strategies, qualification techniques, and career development