Manager, Sales Development, Enterprise

Anthropic•San Francisco, CA

20d•$285,000 - $350,000•Hybrid

About The Position

As a Sales Development Manager for Enterprise at Anthropic, you will lead a team of 6–10 Business Development Representatives (BDRs) responsible for developing strategic customer relationships and generating high-value pipeline within complex enterprise organizations. The work emphasizes account depth over volume, using account-based prospecting, multi-threaded outreach, and rigorous qualification to turn early conversations into opportunities. You will bring an understanding of enterprise sales cycles and organizational dynamics, coach the team in developing strategic accounts, and partner closely with Enterprise Account Executives and leaders across Sales, Revenue Operations, Strategy, and Marketing. You will also mentor BDRs and support their development toward Account Executive roles as large organizations adopt Anthropic’s AI.

Requirements

Experience managing BDR, SDR, or new business Account Executive teams in an enterprise-focused sales organization.
A track record of building teams that prospect successfully into complex enterprise organizations.
Experience with account-based selling strategies, including account planning, stakeholder mapping, and multi-threaded outreach.
Hands-on proficiency with a CRM and sales engagement tooling, such as Salesforce or LinkedIn Sales Navigator, and analytical skills to design prospecting systems and measure pipeline quality.
Demonstrated ability to coach representatives on navigating complex organizational structures and multi-stakeholder deals.
Clear written and verbal communication, including the ability to engage executive-level stakeholders.
Understanding of Anthropic’s products and ecosystem, and hands-on building experience with LLMs.
Excitement about Anthropic’s mission to develop AI that is safe and beneficial.
A bachelor’s degree or an equivalent combination of education, training, and/or experience.
A field of study relevant to the role, demonstrated through coursework, training, or professional experience.

Nice To Haves

Personal closing experience as an Account Executive or Account Manager, ideally in a management role.
Experience managing teams that prospect into Fortune 500 or Global 2000 accounts.
A track record of developing BDRs who move successfully into enterprise Account Executive roles.
Experience building enterprise prospecting playbooks where none existed.
Hands-on experience with Claude, Claude Code, or other AI prospecting tools, and with sales tools such as Apollo and HubSpot.
Experience in API-first, consumption-based, or platform business models.
Background in AI or machine learning, cloud infrastructure, or developer platforms.
Familiarity with enterprise procurement, security review, and legal processes.

Responsibilities

Build, lead, and scale a team of BDRs focused on the Enterprise segment.
Drive strategic pipeline generation through account-based prospecting and targeted outbound campaigns to Global 2000 accounts.
Coach the team to partner with Enterprise Account Executives on account plans, multi-threaded outreach, and high-quality opportunity handoffs.
Establish and track KPIs focused on opportunity quality, deal size, and strategic account penetration.
Coach and model enterprise prospecting, stakeholder mapping, and complex qualification.
Build an understanding of enterprise buying processes and coach the team on navigating procurement, legal, and security requirements.
Own pipeline reviews with sales leadership, covering enterprise pipeline health, account penetration, and competitive positioning.
Build relationships with cross-functional leaders and partners across Sales, Revenue Operations, Strategy, and Marketing.
Coach and mentor BDRs on strategic prospecting, executive engagement, and career development toward Account Executive roles.