Anthropic· Sales· San Francisco, CA | New York City, NY
Manager, Sales Development (Startups & Commercial)
Classified Tasks (13)
Automate 0%Augment 62%Human-Only 38%
Augment (8)
AI assists, human decides
Drive high-velocity pipeline generation by optimizing inbound lead management and executing targeted outbound campaigns
operational
Establish and track KPIs focused on speed-to-lead, conversion rates, and volume metrics
analytical
Create streamlined training programs focused on rapid qualification and high-volume prospecting techniques
leadership
Implement and optimize the sales technology stack to maximize team efficiency and throughput
technical
Establish processes for experimentation and continuous improvement within the BDR team
operational
Build repeatable, scalable processes for velocity-driven pipeline development
operational
Oversee high-volume outbound prospecting into startup and commercial accounts
operational
Manage rapid lead qualification workflows and ensure timely handoffs to account executives
operational
Human-Only (5)
Requires human judgment
Build, lead, and scale a team of 8-12 BDRs focused on Startup and Commercial segments
leadership
Partner with Startup and Commercial AEs to align on ICP, qualification criteria, and handoff processes
communication
Own pipeline reviews with sales leadership covering top-of-funnel health, conversion velocity, and campaign effectiveness
leadership
Coach and develop BDRs on velocity prospecting, quick qualification, and career progression
leadership
Drive alignment and close collaboration between BDRs and AEs to ensure tight qualification and transfer of opportunities
communication
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 Startups and Commercial at Anthropic, you will lead a high-velocity BDR team focused on driving pipeline generation for our fastest-moving market segments. You will build and manage a team of 8-12 BDRs who specialize in rapid lead qualification and high-volume outbound prospecting in startup and commercial accounts. This role requires a leader who thrives in fast-paced environments and can build repeatable, scalable processes for velocity-driven pipeline development. Key Responsibilities: Build, lead, and scale a team of 8-12 BDRs focused on Startup and Commercial segments Drive high-velocity pipeline generation through optimized inbound lead management and targeted outbound campaigns Establish and track KPIs focused on speed-to-lead, conversion rates, and volume metrics Partner with Startup and Commercial AEs to ensure tight alignment on ICP, qualification criteria, and handoff processes Create streamlined training programs focused on rapid qualification and high-volume prospecting techniques Implement and optimize sales technology stack to maximize team efficiency and throughput Own Pipeline Reviews with sales leadership covering top-of-funnel health, conversion velocity, and campaign effectiveness Build a culture of urgency, experimentation, and continuous improvement Coach and develop BDRs on velocity prospecting, quick qualification, and career progression Qualifications: 2-4 years of experience managing BDR/SDR teams, preferably in high-growth SaaS or technology companies Proven track record of building and scaling velocity-focused sales development teams Experience managing teams prospecting into Startup or Commercial/SMB market segments Strong analytical skills with experience using data to optimize team performance and conversion rates Experience with Salesforce, HubSpot, Outreach/Salesloft, and sales analytics tools Demonstrated ability to build efficient, repeatable processes that scale with volume Excellent communication and leadership skills with ability to motivate and develop talent Experience in API-first, consumption-based, or usage-based business models preferred Bachelor's degree or equivalent work experience Preferred Experience: Experience at companies with PLG (product-led growth) or developer-focused go-to-market motions Experience selling an API product Background managing teams that handle high amount of leads per day per rep Track record of BDRs successfully transitioning to AE roles under your leadership Experience building BDR functions in early-stage or Series B-D companies Familiarity with AI/ML industry and technical product positioning The annual compensation range for this role is listed below. For sales roles, the range provided is the role’s On Target Earnings ("OTE") range, meaning that the range includes both the sales