Manager, Sales Development, Enterprise

Candidate; San Francisco (CA); Hybrid; USD 285,000 - 350,000; Full time

Job summary

Anthropic is seeking a Sales Development Manager for Enterprise to build and lead a 6-10 person BDR team focused on high-value pipeline within Global 2000 accounts. You will coach reps, drive multi-threaded outreach, and align with Enterprise Account Executives to create strategic account plans and high-quality opportunities.

The role requires deep experience in enterprise sales cycles, stakeholder mapping, and proven success coaching teams to move prospects toward opportunities.

Qualifications

• Experience managing BDR/SDR or new business teams in enterprise sales.
• Proven ability to prospect into complex enterprise organizations.
• Experience with ABM, stakeholder mapping, and multi-threaded outreach.
• CRM and sales tooling proficiency and analytical prospecting capability.
• Ability to coach reps on navigating complex org structures.

Responsibilities

• Build, lead, and scale a team of BDRs for the Enterprise segment.
• Drive strategic pipeline generation with account-based prospecting.
• Coach team to partner with Enterprise Account Executives on account plans.
• Establish and track KPIs for pipeline quality and penetration.
• Mentor BDRs on prospecting, executive engagement, and career growth.

Skills

BDR management

Team building

Account-based selling

Executive engagement

Coaching

Enterprise sales cycles

Sales strategy

Sales metrics

Education

Bachelor's degree

Tools

Salesforce

LinkedIn Sales Navigator

HubSpot

Apollo

Claude

Job description

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