Sales Development Manager • Lead

Who you are

You have a proven track record in enterprise sales development, with experience leading teams focused on generating high-value pipelines. Your understanding of complex organizational dynamics allows you to navigate enterprise sales cycles effectively, ensuring your team can build long-term strategic accounts. You possess strong leadership skills, having successfully managed teams of Business Development Representatives (BDRs) in previous roles. You are patient and strategic, with a knack for developing comprehensive training programs that empower your team to excel in account-based prospecting and multi-threaded outreach.

You are data-driven, establishing and tracking KPIs that focus on opportunity quality and deal size. Your ability to coach your team on navigating procurement, legal, and security requirements is essential for success in this role. You thrive in collaborative environments, partnering with Enterprise Account Executives to develop account plans and ensure quality opportunity handoffs. Your experience in the tech industry, particularly in AI or related fields, gives you a unique perspective on the challenges and opportunities within enterprise sales.

What you'll do

As the Sales Development Manager for Enterprise at Anthropic, you will lead a team of 6-10 BDRs, driving strategic pipeline generation through account-based prospecting and targeted outbound campaigns to G2000 accounts. You will partner closely with Enterprise AEs to develop account plans and coordinate multi-threaded outreach efforts. Your role will involve establishing and tracking KPIs focused on opportunity quality, deal size, and strategic account penetration. You will create comprehensive training programs on enterprise prospecting, stakeholder mapping, and complex qualification, ensuring your team is well-equipped to navigate the intricacies of enterprise buying processes.

You will own Pipeline Reviews, providing insights and guidance to your team on best practices and strategies for success. Your leadership will be crucial in fostering a culture of collaboration and continuous improvement within the team. You will also be responsible for developing a deep understanding of enterprise buying processes, coaching your team on how to effectively engage with stakeholders and navigate procurement, legal, and security requirements. Your strategic vision will help shape the future of the Sales Development team at Anthropic, contributing to the company's mission of creating reliable and beneficial AI systems.

What we offer

At Anthropic, we offer competitive compensation and benefits, including optional equity donation matching, generous vacation and parental leave, and flexible working hours. Our office in San Francisco provides a collaborative environment where you can work alongside a diverse team of researchers, engineers, policy experts, and business leaders. We are committed to creating a workplace that values safety and benefits for our users and society as a whole. We encourage you to apply even if your experience doesn't match every requirement, as we believe in the potential of diverse teams to build better products.