# Manager, Sales Development (Enterprise)

**Company**: Anthropic
**Location**: San Francisco, CA | New York City, NY
**Work arrangement**: hybrid
**Experience**: mid
**Job type**: full-time
**Salary**: $245,000 - $330,000 USD
**Category**: Sales
**Industry**: Technology
**Wikidata**: https://www.wikidata.org/wiki/Q116758847

**Apply**: https://job-boards.greenhouse.io/anthropic/jobs/5095484008
**Canonical**: https://yubhub.co/jobs/job_e895c2ab-8e7

## Description

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 organisations. You will build and manage a team of 6-10 BDRs who specialise 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 organisational 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 organisations

- Proven track record of building teams that successfully prospect into complex enterprise organisations

- 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 organisational 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 $245,000 - $330,000 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.

- Visa sponsorship: We do sponsor visas! However, we aren't able to successfully sponsor visas for every role and every candidate.

- 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.

## Skills

### Required
- Claude
- Claude Code
- Salesforce
- Apollo
- AI Prospecting Tools
- HubSpot
- LinkedIn Sales Navigator

### Nice to have
- API-first
- consumption-based
- platform business models