Manager, Sales Development, Enterprise

About the role

As a Sales Development Manager for Enterprise at Anthropic, you will lead the team that opens our most strategic customer relationships. You'll build and manage a team of 6-10 Business Development Representatives (BDRs) who generate high-value pipeline inside complex enterprise organizations through account-based prospecting, multi-threaded outreach, and rigorous qualification.

Enterprise buying is long and involves many stakeholders. The work here is less about volume and more about depth: knowing an account well enough to reach the right people with the right message, and staying with it long enough to turn early conversations into real opportunities. You'll bring a strong understanding of enterprise sales cycles and organizational dynamics, and you'll coach your team to develop strategic accounts over time.

You'll partner closely with Enterprise Account Executives and with leaders across Sales, Revenue Operations, Strategy, and Marketing. You'll also develop the next generation of Anthropic's enterprise sellers, helping BDRs grow into Account Executive roles while they help the world's largest organizations adopt safe, frontier AI.

Key responsibilities

• Build, lead, and scale a team of BDRs focused on the Enterprise segment
• Drive strategic pipeline generation through account-based prospecting and targeted outbound campaigns to Global 2000 accounts
• Coach your team on partnering with Enterprise Account Executives to develop account plans, coordinate multi-threaded outreach, and ensure high-quality opportunity handoffs
• Establish and track KPIs focused on opportunity quality, deal size, and strategic account penetration
• Coach and model for your team on enterprise prospecting, stakeholder mapping, and complex qualification
• Build a deep understanding of enterprise buying processes, and coach the 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 across Sales, Revenue Operations, Strategy, and Marketing
• Coach and mentor BDRs on strategic prospecting, executive engagement, and career development toward Account Executive roles

Minimum qualifications

• Experience managing BDR, SDR, or new business Account Executive teams in an enterprise-focused sales organization
• A 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 tooling (e.g., Salesforce, LinkedIn Sales Navigator, or similar), and the analytical skills to design prospecting systems and measure pipeline quality
• Demonstrated ability to coach representatives on navigating complex organizational structures and multi-stakeholder deals
• Clear written and verbal communication, including the ability to engage executive-level stakeholders
• An understanding of Anthropic’s products, ecosystem, and hands on building experience with LLMs
• Excitement about Anthropic's mission to develop AI that is safe and beneficial

Preferred qualifications

• Personal closing experience as an Account Executive, Account Manager, ideally in a management role
• Experience managing teams that prospect into Fortune 500 or Global 2000 accounts
• A track record of developing BDRs who move successfully into enterprise Account Executive roles
• Experience building enterprise prospecting playbooks where none existed
• Hands-on experience with Claude, Claude Code, or other AI prospecting tools, and with sales tools such as Apollo and HubSpot
• Experience in 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