Manager, Sales Development, Enterprise (AI)

Location: San Francisco, CA or New York City, NY; hybrid policy requiring all staff to work from one of the offices at least 25% of the time, with some roles requiring more office time.

Annual OTE compensation: $285,000–$350,000 USD, including base salary and sales commissions or bonuses.

Company

Anthropic develops reliable, interpretable, and steerable AI systems intended to be safe and beneficial for users and society.

What you will do

• Build, lead, and scale a team of 6–10 Business Development Representatives focused on the Enterprise segment.
• Generate strategic pipeline through account-based prospecting and targeted outbound campaigns for Global 2000 accounts.
• Coach BDRs and partner with Enterprise Account Executives on account plans, stakeholder mapping, multi-threaded outreach, and opportunity handoffs.
• Establish and track KPIs for opportunity quality, deal size, pipeline health, account penetration, and competitive positioning.
• Coach the team on enterprise prospecting, executive engagement, complex qualification, and navigating procurement, legal, and security requirements.
• Build relationships with leaders across Sales, Revenue Operations, Strategy, and Marketing, while mentoring BDRs toward Account Executive roles.

Requirements

• Experience managing BDR, SDR, or new business Account Executive teams in an enterprise-focused sales organization.
• Track record of building teams that prospect successfully into complex enterprise organizations.
• Experience with account-based selling strategies, including account planning, stakeholder mapping, and multi-threaded outreach.
• Hands-on proficiency with a CRM and sales engagement tools such as Salesforce, LinkedIn Sales Navigator, or similar, plus the analytical skills to design prospecting systems and measure pipeline quality.
• Demonstrated ability to coach representatives through complex organizational structures and multi-stakeholder deals.
• Clear written and verbal communication skills, including the ability to engage executive-level stakeholders.
• Understanding of Anthropic’s products and ecosystem, with hands-on experience building with LLMs.
• Excitement about Anthropic’s mission to develop safe and beneficial AI.
• Bachelor’s degree or equivalent combination of education, training, and experience; relevant field of study demonstrated through coursework, training, or professional experience.

Nice to have

• Personal closing experience as an Account Executive or Account Manager, ideally in a management role.
• Experience managing teams prospecting into Fortune 500 or Global 2000 accounts.
• Track record of developing BDRs who successfully move into enterprise Account Executive roles.
• Experience building enterprise prospecting playbooks from scratch.
• Hands-on experience with Claude, Claude Code, or other AI prospecting tools, and with Apollo or HubSpot.
• Experience with 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.

Culture & Benefits

• Collaborative environment focused on high-impact research and trustworthy, steerable AI.
• Flexible working hours and an office environment for collaboration.
• Competitive compensation, optional equity donation matching, generous vacation, and parental leave.
• Visa sponsorship may be available; Anthropic makes reasonable efforts to support visas and works with an immigration lawyer.
• Commitment to diverse perspectives and inclusive participation in the workplace.