The opportunity
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…
What you'll do
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
What they're looking for
- 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
