Manager, Sales Development, Enterprise

Anthropic · San Francisco, CA | New York City, NY · Sales · listed October 20, 2026

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The shape of it

Seniority
Manager
Where
Hybrid
Stated pay
$285,000 – $350,000 USD
Requirements listed
8
Length
1,161 words

In the posting’s own words

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.

What it asks for · 8

  • 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

Also a plus

  • 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

What the job covers

  • 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

Tools and skills named

Go to market
  • Outbound8×
  • Enterprise sales
  • HubSpot
  • Pipeline generation
  • Salesforce
Models & research
  • LLM
  • Machine learning
Security & compliance
  • Security2×
Ways of working
  • Cross-functional

Words the posting leans on

  • account16×
  • enterprise15×
  • sales9×
  • experience8×
  • prospecting7×
  • bdrs6×
  • coach6×
  • account executive5×
  • pipeline5×
  • strategic5×
  • build4×
  • complex4×
  • develop4×
  • organizations4×
  • qualification4×
  • stakeholder4×

Counted from the posting after the mission statement and the legal notices are set aside. The ones near the top are the ones a screener is looking for.

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How this page was made

An automated read of a public job posting, fetched November 2, 2026 and last changed by Anthropic on October 20, 2026. Every list above is pulled from the posting’s own sentences — nothing rewritten, nothing added, no judgment about the role or the company. Counts and seniority are read off the text by rule, so they can be wrong where the posting is unusual. The original is the only thing that binds. Openings close without warning; check the source before spending an evening on it.