Manager, Sales Development - Enterprise

<div class="content-intro"><h2><strong>About Anthropic</strong></h2> <p>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.</p></div><h2 class="heading"><strong>Role Overview</strong></h2> <p>As a Sales Development Manager for Enterprise at Anthropic, you will lead a strategic BDR team focused on generating high-value pipeline within complex enterprise organizations. You will build and manage a team of 6-10 BDRs who specialize in account-based prospecting, multi-threaded outreach, and sophisticated qualification of enterprise opportunities. This role requires a leader with deep understanding of enterprise sales cycles, complex organizational dynamics, and the patience to develop long-term strategic accounts.</p> <h2 class="heading"><strong>Key Responsibilities:</strong></h2> <ul> <li> <p>Build, lead, and scale a team of 6-10 BDRs focused on Enterprise segments</p> </li> <li> <p>Drive strategic pipeline generation through account-based prospecting and targeted outbound campaigns to G2000 accounts</p> </li> <li> <p>Partner with Enterprise AEs to develop account plans, coordinate multi-threaded outreach, and ensure quality opportunity handoffs</p> </li> <li> <p>Establish and track KPIs focused on opportunity quality, deal size, and strategic account penetration</p> </li> <li> <p>Create comprehensive training programs on enterprise prospecting, stakeholder mapping, and complex qualification</p> </li> <li> <p>Develop deep understanding of enterprise buying processes and coach team on navigating procurement, legal, and security requirements</p> </li> <li> <p>Own Pipeline Reviews with sales leadership covering enterprise pipeline health, account penetration, and competitive positioning</p> </li> <li> <p>Build strong relationships with cross-functional leaders and partners including Sales, RevOps, Strategy, and Marketing</p> </li> <li> <p>Coach and mentor BDRs on strategic prospecting, executive engagement, and career development toward enterprise AE roles</p> </li> </ul> <h2 class="heading"><strong>Qualifications:</strong></h2> <ul> <li> <p>3-5 years of experience managing BDR/SDR or New Business AE teams, with significant experience in enterprise-focused organizations</p> </li> <li> <p>Proven track record of building teams that successfully prospect into complex enterprise organizations</p> </li> <li> <p>Personal closing experience strongly preferred (former AE, Account Manager, or hybrid IC/management role)</p> </li> <li> <p>Experience with account-based marketing/selling strategies and tools</p> </li> <li> <p>Strong analytical skills with experience developing sophisticated prospecting systems</p> </li> <li> <p>Experience with Claude, Claude Code, Salesforce, Apollo, AI Prospecting Tools, HubSpot, LinkedIn Sales Navigator, and other enterprise sales tools</p> </li> <li> <p>Demonstrated ability to coach reps on navigating complex organizational structures and multi-stakeholder deals</p> </li> <li> <p>Excellent communication skills with ability to engage at executive level</p> </li> <li> <p>Experience in API-first, consumption-based, or platform business models preferred</p> </li> <li> <p>Bachelor's degree or equivalent work experience</p> </li> </ul> <h2 class="heading"><strong>Preferred Experience:</strong></h2> <ul> <li> <p>Experience managing teams prospecting to Fortune 500 or Global 2000 accounts</p> </li> <li> <p>Background in AI/ML, cloud infrastructure, or developer platforms</p> </li> <li> <p>Track record of developing BDRs who successfully transition to enterprise AE roles</p> </li> <li> <p>Experience building enterprise prospecting playbooks from scratch</p> </li> <li> <p>Familiarity with enterprise procurement, security reviews, and legal processes</p> </ ... (truncated, view full listing at source)