Manager, Sales Development - Enterprise
Menlo Ventures, San Francisco, California, United States, 94199
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. 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 Compensation
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: $165,000 — $235,000 USD 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. 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. We think AI systems like the ones we’re building have enormous social and ethical implications, so we strive for diverse perspectives on our team. Your safety matters to us. To protect yourself from potential scams, remember that Anthropic recruiters only contact you from anthopic.com emails. Be cautious of emails from other domains. Legitimate recruiters will never ask for money, fees, or banking information before your first day. If unsure about a communication, don’t click links—visit anthropic.com/careers directly for confirmed position openings. How we’re different
We believe that the highest-impact AI research will be big science. At Anthropic we work as a single cohesive team on just a few large-scale research efforts. We value impact — advancing our long-term goals of steerable, trustworthy AI — rather than work on smaller and more specific puzzles. We view AI research as an empirical science, which has as much in common with physics and biology as with traditional efforts in computer science. We’re highly collaborative and host frequent research discussions to ensure we pursue the highest-impact work. We greatly value communication skills. The easiest way to understand our research directions is to read our recent research. This research continues many of the directions our team worked on prior to Anthropic, including: GPT-3, Circuit-Based Interpretability, Multimodal Neurons, Scaling Laws, AI & Compute, Concrete Problems in AI Safety, and Learning from Human Preferences. Come work with us!
Anthropic is a public benefit corporation headquartered in San Francisco. We offer competitive compensation and benefits, optional equity donation matching, generous vacation and parental leave, flexible working hours, and a lovely office space in which to collaborate with colleagues. Guidance on Candidates' AI Usage: Learn about our policy for using AI in our application process.
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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 Compensation
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: $165,000 — $235,000 USD 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. 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. We think AI systems like the ones we’re building have enormous social and ethical implications, so we strive for diverse perspectives on our team. Your safety matters to us. To protect yourself from potential scams, remember that Anthropic recruiters only contact you from anthopic.com emails. Be cautious of emails from other domains. Legitimate recruiters will never ask for money, fees, or banking information before your first day. If unsure about a communication, don’t click links—visit anthropic.com/careers directly for confirmed position openings. How we’re different
We believe that the highest-impact AI research will be big science. At Anthropic we work as a single cohesive team on just a few large-scale research efforts. We value impact — advancing our long-term goals of steerable, trustworthy AI — rather than work on smaller and more specific puzzles. We view AI research as an empirical science, which has as much in common with physics and biology as with traditional efforts in computer science. We’re highly collaborative and host frequent research discussions to ensure we pursue the highest-impact work. We greatly value communication skills. The easiest way to understand our research directions is to read our recent research. This research continues many of the directions our team worked on prior to Anthropic, including: GPT-3, Circuit-Based Interpretability, Multimodal Neurons, Scaling Laws, AI & Compute, Concrete Problems in AI Safety, and Learning from Human Preferences. Come work with us!
Anthropic is a public benefit corporation headquartered in San Francisco. We offer competitive compensation and benefits, optional equity donation matching, generous vacation and parental leave, flexible working hours, and a lovely office space in which to collaborate with colleagues. Guidance on Candidates' AI Usage: Learn about our policy for using AI in our application process.
#J-18808-Ljbffr