Anthropic· Sales· San Francisco, CA | New York City, NY
Manager, Sales Development (Enterprise)
Classified Tasks (26)
Automate 4%Augment 42%Human-Only 54%
Automate (1)
Fully handled by AI agents
Track and report KPIs related to opportunity quality, deal size, and account penetration
analytical
Augment (11)
AI assists, human decides
Scale a team of 6-10 BDRs focused on Enterprise segments
leadership
Drive strategic pipeline generation within complex enterprise organizations
leadership
Execute account-based prospecting to target enterprise accounts
operational
Run targeted outbound campaigns to G2000 accounts
operational
Develop account plans with Enterprise AEs
analytical
Coordinate multi-threaded outreach across accounts and stakeholders
operational
Establish KPIs focused on opportunity quality, deal size, and strategic account penetration
analytical
Create comprehensive training programs on enterprise prospecting
leadership
Develop training on stakeholder mapping for BDRs
leadership
Develop training on complex qualification of enterprise opportunities
leadership
Present account penetration metrics and competitive positioning during pipeline reviews
communication
Human-Only (14)
Requires human judgment
Build a team of 6-10 BDRs focused on Enterprise segments
leadership
Lead a team of 6-10 BDRs focused on Enterprise segments
leadership
Manage a team of 6-10 BDRs who specialize in account-based prospecting, multi-threaded outreach, and sophisticated qualification of enterprise opportunities
leadership
Partner with Enterprise AEs to align on sales strategy
communication
Ensure quality opportunity handoffs from BDRs to AEs
operational
Develop a deep understanding of enterprise buying processes
analytical
Coach the team on navigating procurement requirements
leadership
Coach the team on navigating legal review processes
leadership
Coach the team on navigating security review requirements
leadership
Own pipeline review meetings with sales leadership covering enterprise pipeline health
leadership
Build strong relationships with cross-functional leaders and partners including Sales, RevOps, Strategy, and Marketing
communication
Coach BDRs on strategic prospecting techniques
leadership
Mentor BDRs on executive engagement strategies
leadership
Mentor BDRs on career development toward enterprise AE roles
leadership
Job description
About Anthropic Anthropic’s mission is to create reliable, interpretable, and steerable AI systems. We want AI to be safe and beneficial for our users and for society as a whole. Our team is a quickly growing group of committed researchers, engineers, policy experts, and business leaders working together to build beneficial AI systems. Role Overview 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 organizations. You will build and manage a team of 6-10 BDRs who specialize 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 organizational 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: 5+ years of experience managing BDR/SDR or New Business AE teams, with significant experience in enterprise-focused organizations Proven track record of building teams that successfully prospect into complex enterprise organizations 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 organizational 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 </l