Manager, Mid-Market Industries Sales, West at Anthropic — task breakdown

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. About the Role As the Manager, Mid-Market Industries Sales, West at Anthropic, you will build and lead a verticalized sales organization targeting companies with 500–2,500 employees across Financial Services, Insurance, Healthcare, and Life Sciences. You’ll own the strategy and execution for this high-growth segment, managing a team of specialized Account Executives organized by industry vertical who navigate complex but faster-moving sales cycles with mid-market buyers. This role requires a seasoned leader who has experienced rapid scale across multiple contexts—someone who thrives in ambiguity, builds repeatable GTM motions from scratch, and can manage both first-line leaders and managers of managers. You’ll bring 5+ years of progressive leadership experience and a proven ability to attract, develop, and retain high-performing sales talent in verticalized environments. Your success will directly impact Anthropic’s ability to capture the enormous mid-market AI opportunity—bringing Claude to thousands of companies in regulated industries that are ready to adopt AI but need a trusted partner who understands their specific challenges. You’ll work closely with Product, Solutions Engineering, and Customer Success to ensure Claude’s capabilities meet the needs of mid-market buyers while developing scalable, repeatable sales motions across verticals. Responsibilities: Mid Market Vertical Sales Strategy & Execution: Develop and execute go-to-market strategies for mid-market companies (500–2,500 employees) across Financial Services, Insurance, Life Sciences, and Healthcare verticals. Define segmentation, account tiering, value propositions, and competitive positioning tailored to mid-market buyer personas and purchasing dynamics. Team Building & Leadership at Scale: Build and lead a multi-layered verticalized sales organization, managing both first-line managers and managers of managers. Recruit Account Executives with domain expertise, develop leadership bench strength, and create career paths that attract and retain top vertical sales talent in a high-growth environment. Rapid Scale Operations: Establish and iterate on the systems, processes, and playbooks required to scale a mid-market vertical sales motion from early traction to significant revenue. Bring pattern recognition from scaling teams in prior contexts to move quickly while maintaining quality. Pipeline & Revenue Ownership: Own pipeline development, forecasting, and quota attainment across mid-market vertical segments. Establish operational rigor in deal management, stage progression, and revenue predictability appropriate for mid-market deal velocity. Product Partnership: Partner with Product and Research to identify mid-market-specific feature requirements, packaging needs, and integration patterns. Translate customer feedback into product inputs and collaborate on developing industry-specific Claude capabilities suited to mid-market deployment models. Cross-functional Collaboration: Work closely with Solutions Engineering, Customer Success, Legal, Marketing, and Partnerships to build seamless customer experiences. Coordinate on mid-market demand generation, content, and enablement programs that drive vertical-specific pipeline. Vertical Expansion: Develop frameworks and playbooks for extending vert

Manager, Mid-Market Industries Sales, West

Classified Tasks (17)

Augment (13)

Human-Only (4)

Job description