Manager, Sales Development - Startups/Commercial San Francisco, CA | New York Ci
Anthropic, San Francisco, CA, United States
Role Overview
As a Sales Development Manager for Startups and Commercial at Anthropic, you will lead a high-velocity BDR team focused on driving pipeline generation for our fastest-moving market segments. You will build and manage a team of 8-12 BDRs who specialize in rapid lead qualification and high-volume outbound prospecting in startup and commercial accounts. This role requires a leader who thrives in fast-paced environments and can build repeatable, scalable processes for velocity-driven pipeline development. 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. Key Responsibilities
Build, lead, and scale a team of 8-12 BDRs focused on Startup and Commercial segments Drive high-velocity pipeline generation through optimized inbound lead management and targeted outbound campaigns Establish and track KPIs focused on speed-to-lead, conversion rates, and volume metrics Partner with Startup and Commercial AEs to ensure tight alignment on ICP, qualification criteria, and handoff processes Create streamlined training programs focused on rapid qualification and high-volume prospecting techniques Implement and optimize sales technology stack to maximize team efficiency and throughput Own Pipeline Reviews with sales leadership covering top-of-funnel health, conversion velocity, and campaign effectiveness Build a culture of urgency, experimentation, and continuous improvement Coach and develop BDRs on velocity prospecting, quick qualification, and career progression Qualifications
2-4 years of experience managing BDR/SDR teams, preferably in high-growth SaaS or technology companies Proven track record of building and scaling velocity-focused sales development teams Experience managing teams prospecting into Startup or Commercial/SMB market segments Strong analytical skills with experience using data to optimize team performance and conversion rates Experience with Salesforce, HubSpot, Outreach/Salesloft, and sales analytics tools Demonstrated ability to build efficient, repeatable processes that scale with volume Excellent communication and leadership skills with ability to motivate and develop talent Experience in API-first, consumption-based, or usage-based business models preferred Bachelor's degree or equivalent work experience Preferred Experience
Experience at companies with PLG (product-led growth) or developer-focused go-to-market motions Experience selling an API product Background managing teams that handle high amount of leads per day per rep Track record of BDRs successfully transitioning to AE roles under your leadership Experience building BDR functions in early-stage or Series B-D companies Familiarity with AI/ML industry and technical product positioning Logistics
Education requirements:
We require at least a Bachelor’s degree in a related field or equivalent experience. Location-based hybrid policy:
Currently, we expect all staff to be in one of our offices at least 25% of the time. Some roles may require more time in our offices. Visa sponsorship:
We do sponsor visas; however, we aren’t able to sponsor for every role and every candidate. If we make you an offer, we will make reasonable efforts to obtain a visa with support from an immigration lawyer. We encourage you to apply even if you do not meet every single qualification. We are committed to diversity and inclusion and value a range of perspectives on our team. EEO statement: Anthropic is an equal opportunity employer. We do not discriminate based on protected status. We encourage applicants from all backgrounds to apply.
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As a Sales Development Manager for Startups and Commercial at Anthropic, you will lead a high-velocity BDR team focused on driving pipeline generation for our fastest-moving market segments. You will build and manage a team of 8-12 BDRs who specialize in rapid lead qualification and high-volume outbound prospecting in startup and commercial accounts. This role requires a leader who thrives in fast-paced environments and can build repeatable, scalable processes for velocity-driven pipeline development. 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. Key Responsibilities
Build, lead, and scale a team of 8-12 BDRs focused on Startup and Commercial segments Drive high-velocity pipeline generation through optimized inbound lead management and targeted outbound campaigns Establish and track KPIs focused on speed-to-lead, conversion rates, and volume metrics Partner with Startup and Commercial AEs to ensure tight alignment on ICP, qualification criteria, and handoff processes Create streamlined training programs focused on rapid qualification and high-volume prospecting techniques Implement and optimize sales technology stack to maximize team efficiency and throughput Own Pipeline Reviews with sales leadership covering top-of-funnel health, conversion velocity, and campaign effectiveness Build a culture of urgency, experimentation, and continuous improvement Coach and develop BDRs on velocity prospecting, quick qualification, and career progression Qualifications
2-4 years of experience managing BDR/SDR teams, preferably in high-growth SaaS or technology companies Proven track record of building and scaling velocity-focused sales development teams Experience managing teams prospecting into Startup or Commercial/SMB market segments Strong analytical skills with experience using data to optimize team performance and conversion rates Experience with Salesforce, HubSpot, Outreach/Salesloft, and sales analytics tools Demonstrated ability to build efficient, repeatable processes that scale with volume Excellent communication and leadership skills with ability to motivate and develop talent Experience in API-first, consumption-based, or usage-based business models preferred Bachelor's degree or equivalent work experience Preferred Experience
Experience at companies with PLG (product-led growth) or developer-focused go-to-market motions Experience selling an API product Background managing teams that handle high amount of leads per day per rep Track record of BDRs successfully transitioning to AE roles under your leadership Experience building BDR functions in early-stage or Series B-D companies Familiarity with AI/ML industry and technical product positioning Logistics
Education requirements:
We require at least a Bachelor’s degree in a related field or equivalent experience. Location-based hybrid policy:
Currently, we expect all staff to be in one of our offices at least 25% of the time. Some roles may require more time in our offices. Visa sponsorship:
We do sponsor visas; however, we aren’t able to sponsor for every role and every candidate. If we make you an offer, we will make reasonable efforts to obtain a visa with support from an immigration lawyer. We encourage you to apply even if you do not meet every single qualification. We are committed to diversity and inclusion and value a range of perspectives on our team. EEO statement: Anthropic is an equal opportunity employer. We do not discriminate based on protected status. We encourage applicants from all backgrounds to apply.
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