Manager, Enterprise Sales - Pharma

About the role

As the Sales Manager for Life Sciences at Anthropic, you’ll lead the foundational team introducing our frontier AI platform to the pharma and biotech ecosystem, spanning large pharma, mid-size and emerging biotech, and the organizations that support drug development. You’ll build and develop a team of Strategic Account Executives who drive adoption of safe, frontier AI by securing strategic deals with pharmaceutical and biotech companies. You’ll bring deep domain fluency in how drugs are discovered, developed, approved, and launched to coach your team’s consultative sales approach, while becoming a trusted advisor yourself to senior pharma and biotech stakeholders, helping them embed and deploy AI across the drug lifecycle from target discovery through commercialization. In collaboration with Product and Marketing, you’ll continuously refine the team’s value proposition, sales methodology, and market positioning to resonate with decision-makers across large pharma and biotech.

The ideal candidate has a passion for developing new market segments within pharma and biotech, pinpointing high-potential opportunities across discovery, preclinical, clinical, regulatory, manufacturing, and commercial functions, and building a team that can execute strategies to capture them. By driving deployment of Anthropic’s emerging products across pharma and biotech organizations, you’ll help them accelerate the path from science to patients while advancing the ethical development of AI.

Key responsibilities

• Build and lead a specialized team of Strategic Account Executives covering large pharma and biotech accounts, setting growth targets by segment and coaching reps through the full sales cycle from outbound to close
• Design and oversee sales strategies tailored to the distinct procurement cycles of pharma and biotech, including R&D and discovery budgets, clinical development and operations, regulatory and CMC investment, commercial budgeting, and enterprise IT and digital transformation programs, translating market and trend analysis into account plans and campaigns that meet and exceed team revenue targets
• Identify and prioritize high-potential opportunities across target identification and drug discovery, preclinical development, clinical trial design and operations, regulatory affairs and submissions, medical affairs, manufacturing and quality (GxP), pharmacovigilance and drug safety, and commercial functions, partnering cross-functionally to differentiate Anthropic’s offering for pharma and biotech use cases
• Run a disciplined pipeline and forecasting cadence across the team, managing an evolving sales process to deliver predictable, coachable performance against quota
• Serve as Anthropic’s domain expert across the pharma and biotech value chain, including discovery research, IND-enabling studies, clinical trial operations, NDA/BLA regulatory submissions, tech transfer and manufacturing, post-market safety, and commercial launch, and translate that expertise into repeatable playbooks, frameworks, and go-to-market strategies your team and the broader field organization can scale
• Partner directly with C-suite and senior R&D leaders (CEOs, CIOs, CDOs, CSOs, CMOs, Heads of R&D, Heads of Clinical Development, Heads of Regulatory, CCOs) across pharma and biotech organizations to design multi-year AI transformation roadmaps and build long-term trusted advisor relationships
• Partner closely with Product and Applied AI to translate feedback from discovery scientists, clinical operations teams, regulatory and quality leaders, and commercial teams into product and roadmap input, strengthening Anthropic’s value proposition across the segment
• Build strategic relationships with life sciences-focused system integrators, technology vendors, CROs, CDMOs, and industry organizations to scale go-to-market capabilities
• Establish Anthropic’s position as the AI partner of choice across pharma and biotech through conference presentations, white papers, case studies, and participation in industry forums
• Codify learnings into playbooks, templates, and best practices, partnering with Marketing and Enablement to scale winning use cases and proof points across pharma and biotech accounts

Minimum qualifications

• 10+ years of experience in life sciences, with at least 5 years specifically selling into or working within pharma or biotech organizations (R&D, clinical, regulatory, manufacturing, or commercial functions, or related consulting)
• Experience in leadership roles managing or coaching enterprise sales teams, with a track record of driving measurable revenue outcomes in pharma, biotech, or adjacent life sciences settings
• Deep understanding of business models, operations, and economics across pharma and/or biotech, including the drug development lifecycle, the regulatory environment (FDA, EMA, GxP, 21 CFR Part 11), and competitive dynamics
• A track record of managing or overseeing complex, multi-stakeholder sales cycles within pharma or biotech organizations, securing strategic deals by understanding both technical requirements and scientific, regulatory, and commercial use cases
• Proven experience exceeding revenue targets by effectively managing a team’s pipeline and an evolving sales process
• Excellent communication skills, with the ability to present confidently across pharma and biotech audiences, from discovery scientists and clinical leaders to C-suite executives
• A genuine interest in deploying AI responsibly and motivation to advance Anthropic’s mission of building safe, beneficial AI

Preferred qualifications

• Deep understanding of buying cycles, decision-making processes, and key pain points across both large pharma and biotech, and across multiple functions (R&D, clinical, regulatory, manufacturing, commercial)
• A strategic, analytical approach to assessing the pharma and biotech market, paired with creative, tactical execution to capture opportunities and a willingness to roll up sleeves on deals alongside the team
• Experience developing and refining AI use cases in collaboration with customers and channel partners, spanning drug discovery, clinical development, regulatory and quality, pharmacovigilance, manufacturing, or commercial functions
• Experience building or scaling a specialized sales team from an early stage
• Passion for and/or experience with advanced AI systems and their applications in drug discovery and development, with strong conviction around safe, ethical development of AI in these contexts