Manager, Sales Development - Enterprise New York City, NY
Anthropic, New York, New York, us, 10261
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.
Role Overview 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.
Key Responsibilities
Build, lead, and scale a team of 6‑10 BDRs focused on Enterprise segments.
Drive strategic pipeline generation through account‑based prospecting and targeted outbound campaigns to G2000 accounts.
Partner with Enterprise AEs to develop account plans, coordinate multi‑threaded outreach, and ensure quality opportunity handoffs.
Establish and track KPIs focused on opportunity quality, deal size, and strategic account penetration.
Create comprehensive training programs on enterprise prospecting, stakeholder mapping, and complex qualification.
Develop deep understanding of enterprise buying processes and coach 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 including Sales, RevOps, Strategy, and Marketing.
Coach and mentor BDRs on strategic prospecting, executive engagement, and career development toward enterprise AE roles.
Qualifications
3‑5 years of experience managing BDR/SDR or New Business AE teams, with significant experience in enterprise‑focused organizations.
Proven track record of building teams that successfully prospect into complex enterprise organizations.
Personal closing experience strongly preferred (former AE, Account Manager, or hybrid IC/management role).
Experience with account‑based marketing/selling strategies and tools.
Strong analytical skills with experience developing sophisticated prospecting systems.
Experience with Claude, Claude Code, Salesforce, Apollo, AI Prospecting Tools, HubSpot, LinkedIn Sales Navigator, and other enterprise sales tools.
Demonstrated ability to coach reps on navigating complex organizational structures and multi‑stakeholder deals.
Excellent communication skills with ability to engage at executive level.
Experience in API‑first, consumption‑based, or platform business models preferred.
Bachelor’s degree or equivalent work experience.
Preferred Experience
Experience managing teams prospecting to Fortune 500 or Global 2000 accounts.
Background in AI/ML, cloud infrastructure, or developer platforms.
Track record of developing BDRs who successfully transition to enterprise AE roles.
Experience building enterprise prospecting playbooks from scratch.
Familiarity with enterprise procurement, security reviews, and legal processes.
The annual compensation range for this role is $165,000 – $235,000 USD. 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.
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. 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.
Equal Employment Opportunity As set forth in Anthropic’s Equal Employment Opportunity policy, we do not discriminate on the basis of any protected group status under any applicable law.
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Role Overview 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.
Key Responsibilities
Build, lead, and scale a team of 6‑10 BDRs focused on Enterprise segments.
Drive strategic pipeline generation through account‑based prospecting and targeted outbound campaigns to G2000 accounts.
Partner with Enterprise AEs to develop account plans, coordinate multi‑threaded outreach, and ensure quality opportunity handoffs.
Establish and track KPIs focused on opportunity quality, deal size, and strategic account penetration.
Create comprehensive training programs on enterprise prospecting, stakeholder mapping, and complex qualification.
Develop deep understanding of enterprise buying processes and coach 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 including Sales, RevOps, Strategy, and Marketing.
Coach and mentor BDRs on strategic prospecting, executive engagement, and career development toward enterprise AE roles.
Qualifications
3‑5 years of experience managing BDR/SDR or New Business AE teams, with significant experience in enterprise‑focused organizations.
Proven track record of building teams that successfully prospect into complex enterprise organizations.
Personal closing experience strongly preferred (former AE, Account Manager, or hybrid IC/management role).
Experience with account‑based marketing/selling strategies and tools.
Strong analytical skills with experience developing sophisticated prospecting systems.
Experience with Claude, Claude Code, Salesforce, Apollo, AI Prospecting Tools, HubSpot, LinkedIn Sales Navigator, and other enterprise sales tools.
Demonstrated ability to coach reps on navigating complex organizational structures and multi‑stakeholder deals.
Excellent communication skills with ability to engage at executive level.
Experience in API‑first, consumption‑based, or platform business models preferred.
Bachelor’s degree or equivalent work experience.
Preferred Experience
Experience managing teams prospecting to Fortune 500 or Global 2000 accounts.
Background in AI/ML, cloud infrastructure, or developer platforms.
Track record of developing BDRs who successfully transition to enterprise AE roles.
Experience building enterprise prospecting playbooks from scratch.
Familiarity with enterprise procurement, security reviews, and legal processes.
The annual compensation range for this role is $165,000 – $235,000 USD. 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.
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. 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.
Equal Employment Opportunity As set forth in Anthropic’s Equal Employment Opportunity policy, we do not discriminate on the basis of any protected group status under any applicable law.
#J-18808-Ljbffr