Manager, Sales Development, Enterprise

As a Sales Development Manager for Enterprise at Anthropic, you will lead the team that opens strategic customer relationships.

You will build and manage a team of 6-10 Business Development Representatives (BDRs) who generate high-value pipeline inside complex enterprise organisations through account-based prospecting, multi-threaded outreach, and rigorous qualification.

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 organisation
• A track record of building teams that prospect successfully into complex enterprise organisations
• 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)
• Demonstrated ability to coach representatives on navigating complex organisational 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 $285,000-$350,000 USD.