Manager, Sales Development, Enterprise

About Anthropic 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. About the role As a Sales Development Manager for Enterprise at Anthropic, you will lead the team that opens our most strategic customer relationships. You'll build and manage a team of 6-10 Business Development Representatives (BDRs) who generate high-value pipeline inside complex enterprise organizations through account-based prospecting, multi-threaded outreach, and rigorous qualification. Enterprise buying is long and involves many stakeholders. The work here is less about volume and more about depth: knowing an account well enough to reach the right people with the right message, and staying with it long enough to turn early conversations into real opportunities. You'll bring a strong understanding of enterprise sales cycles and organizational dynamics, and you'll coach your team to develop strategic accounts over time. You'll partner closely with Enterprise Account Executives and with leaders across Sales, Revenue Operations, Strategy, and Marketing. You'll also develop the next generation of Anthropic's enterprise sellers, helping BDRs grow into Account Executive roles while they help the world's largest organizations adopt safe, frontier AI. Key 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 your team on partnering with Enterprise Account Executives to develop account plans, coordinate multi-threaded outreach, and ensure high-quality opportunity handoffs • Establish and track KPIs focused on opportunity quality, deal size, and strategic account penetration • Coach and model for your team on enterprise prospecting, stakeholder mapping, and complex qualification • Build a deep 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 strong 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 Minimum qualifications • 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 (e.g., Salesforce, LinkedIn Sales Navigator, or similar), and the 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 • An understanding of Anthropic’s products, ecosystem, and hands on building experience with LLMs • Excitement about Anthropic's mission to develop AI that is safe and beneficial Preferred qualifications • Personal closing experience as an Account Executive, 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 The annual compensation range for this role is listed below. For sales roles, the range provided is the role’s On Target Earnings ("OTE") range, meaning that the range includes both the sales commissions/sales bonuses target and annual base salary for the role. Annual Salary: $285,000—$350,000 USD Logistics Minimum education: Bachelor’s degree or an equivalent combination of education, training, and/or experience Required field of study: A field relevant to the role as demonstrated through coursework, training, or professional experience Minimum years of experience: Years of experience required will correlate with the internal job level requirements for the position Location-based hybrid policy: Currently, we expect all staff to be in one of our offices at least 25% of the time. However, some roles may require more time in our offices. Visa sponsorship: We do sponsor visas! However, we aren't able to successfully sponsor visas for every role and every candidate. But if we make you an offer, we will make every reasonable effort to get you a visa, and we retain an immigration lawyer to help with this. We encourage you to apply even if you do not believe you meet every single qualification. Not all strong candidates will meet every single qualification as listed. Research shows that people who identify as being from underrepresented groups are more prone to experiencing imposter syndrome and doubting the strength of their candidacy, so we urge you not to exclude yourself prematurely and to submit an application if you're interested in this work. We think AI systems