285K–350K USD / year
Manager, Sales Development, Enterprise
SalesHybrid — San Francisco, CA, New York City, NY
Published on 2026-10-20
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About this role
Lead and scale a team of 6–10 BDRs generating strategic pipeline within large enterprise accounts. The role focuses on account-based prospecting, multi-stakeholder engagement, opportunity quality, and developing BDRs into enterprise Account Executive roles.
About the company
Anthropic builds reliable and interpretable AI systems, including the Claude family of models, for businesses and developers. The company focuses on AI safety research and practical AI assistants for enterprise and consumer use.
What you'll do
- Build and manage an enterprise BDR team
- Drive pipeline through account-based prospecting into Global 2000 accounts
- Coach BDRs on account planning, stakeholder mapping, qualification, and executive engagement
- Set and track KPIs for opportunity quality, deal size, and account penetration
- Lead pipeline reviews with sales leadership
- Partner with Enterprise Account Executives and cross-functional Sales, Revenue Operations, Strategy, and Marketing leaders
- Develop BDRs’ skills and career paths toward Account Executive roles
What we're looking for
- Experience managing BDR, SDR, or new-business AE teams in enterprise sales
- Track record of prospecting successfully into complex enterprise organizations
- Experience with account-based selling, account planning, stakeholder mapping, and multi-threaded outreach
- Proficiency with CRM and sales engagement tools such as Salesforce or LinkedIn Sales Navigator
- Ability to coach teams through complex organizational structures and multi-stakeholder deals
- Strong written and verbal communication, including executive-level engagement
- Understanding of Anthropic products and ecosystem, and hands-on experience building with LLMs
- Interest in Anthropic’s mission to develop safe and beneficial AI
Nice to have
- Personal closing experience as an AE or Account Manager, ideally in a management role
- Experience selling into Fortune 500 or Global 2000 accounts
- Track record of developing BDRs into enterprise AE roles
- Experience creating enterprise prospecting playbooks
- Experience with Claude, Claude Code, Apollo, HubSpot, or AI prospecting tools
- Experience with API-first, consumption-based, or platform business models
- Background in AI/ML, cloud infrastructure, or developer platforms
- Familiarity with enterprise procurement, security, and legal processes
Benefits
- Generous vacation and parental leave
- Flexible working hours
- Optional equity donation matching