Manager, Sales Development (Enterprise)

Role Overview

As a Sales Development Manager for Enterprise at Anthropic, you will lead a strategic BDR team focused on generating high-value pipeline within complex enterprise organizations. You will build and manage a team of 6-10 BDRs who specialize in account-based prospecting, multi-threaded outreach, and sophisticated qualification of enterprise opportunities. This role requires a leader with deep understanding of enterprise sales cycles, complex organizational dynamics, and the patience to develop long-term strategic accounts.

Key Responsibilities:

• Build, lead, and scale a team of 6-10 BDRs focused on Enterprise segments

• Drive strategic pipeline generation through account-based prospecting and targeted outbound campaigns to G2000 accounts

• Partner with Enterprise AEs to develop account plans, coordinate multi-threaded outreach, and ensure quality opportunity handoffs

• Establish and track KPIs focused on opportunity quality, deal size, and strategic account penetration

• Create comprehensive training programs on enterprise prospecting, stakeholder mapping, and complex qualification

• Develop deep understanding of enterprise buying processes and coach 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 including Sales, RevOps, Strategy, and Marketing

• Coach and mentor BDRs on strategic prospecting, executive engagement, and career development toward enterprise AE roles

Qualifications:

• 3-5 years of experience managing BDR/SDR or New Business AE teams, with significant experience in enterprise-focused organizations

• Proven track record of building teams that successfully prospect into complex enterprise organizations

• Personal closing experience strongly preferred (former AE, Account Manager, or hybrid IC/management role)

• Experience with account-based marketing/selling strategies and tools

• Strong analytical skills with experience developing sophisticated prospecting systems

• Experience with Claude, Claude Code, Salesforce, Apollo, AI Prospecting Tools, HubSpot, LinkedIn Sales Navigator, and other enterprise sales tools

• Demonstrated ability to coach reps on navigating complex organizational structures and multi-stakeholder deals

• Excellent communication skills with ability to engage at executive level

• Experience in API-first, consumption-based, or platform business models preferred

• Bachelor's degree or equivalent work experience

Preferred Experience:

• Experience managing teams prospecting to Fortune 500 or Global 2000 accounts

• Background in AI/ML, cloud infrastructure, or developer platforms

• Track record of developing BDRs who successfully transition to enterprise AE roles

• Experience building enterprise prospecting playbooks from scratch

• Familiarity with enterprise procurement, security reviews, and legal processes