Description
As the Manager, Mid-Market Industries Sales, West at Anthropic, you will build and lead a verticalized sales organization targeting companies with 500–2,500 employees across Financial Services, Insurance, Healthcare, and Life Sciences.
This role requires a seasoned leader who has experienced rapid scale across multiple contexts,someone who thrives in ambiguity, builds repeatable GTM motions from scratch, and can manage both first-line leaders and managers of managers.
You’ll bring 5+ years of progressive leadership experience and a proven ability to attract, develop, and retain high-performing sales talent in verticalized environments.
Your success will directly impact Anthropic’s ability to capture the enormous mid-market AI opportunity,bringing Claude to thousands of companies in regulated industries that are ready to adopt AI but need a trusted partner who understands their specific challenges.
Responsibilities:
Mid Market Vertical Sales Strategy & Execution: Develop and execute go-to-market strategies for mid-market companies (500–2,500 employees) across Financial Services, Insurance, Life Sciences, and Healthcare verticals.
Team Building & Leadership at Scale: Build and lead a multi-layered verticalized sales organization, managing both first-line managers and managers of managers.
Rapid Scale Operations: Establish and iterate on the systems, processes, and playbooks required to scale a mid-market vertical sales motion from early traction to significant revenue.
Pipeline & Revenue Ownership: Own pipeline development, forecasting, and quota attainment across mid-market vertical segments.
Product Partnership: Partner with Product and Research to identify mid-market-specific feature requirements, packaging needs, and integration patterns.
Cross-functional Collaboration: Work closely with Solutions Engineering, Customer Success, Legal, Marketing, and Partnerships to build seamless customer experiences.
Vertical Expansion: Develop frameworks and playbooks for extending vertical coverage into new industries within the mid-market segment.
Requirements:
- 10+ years of enterprise/mid-market sales experience with at least 5 years in sales leadership roles, including experience managing both first-line managers and managers of managers
- Experienced rapid scale in multiple contexts,you’ve built teams from small to large, launched new segments or territories, and know what it takes to go from 0-to-1 and 1-to-100
- Proven track record of building and scaling verticalized sales teams selling to mid-market companies (500–2,500 employees), ideally at high-growth technology companies
- Domain expertise in at least one of the core verticals (FSI, Insurance, Life Sciences, Healthcare) with understanding of how mid-market buyers in these industries evaluate and adopt technology
- Skilled at translating technical AI capabilities into vertical-specific value propositions that resonate with mid-market buyers who may have less technical sophistication than enterprise counterparts
- Experience building repeatable sales processes, playbooks, and enablement programs that allow teams to scale efficiently
- Comfortable operating in ambiguous, fast-changing environments while maintaining operational discipline and forecasting accuracy
Annual compensation range for this role is $360,000-$550,000 USD.