Manager, Sales Development (Startups & Commercial)

<div class="content-intro"><h2><strong>About Anthropic</strong></h2> <p>Anthropic’s mission is to create reliable, interpretable, and steerable AI systems. We want AI to be safe and beneficial for our users and for society as a whole. Our team is a quickly growing group of committed researchers, engineers, policy experts, and business leaders working together to build beneficial AI systems.</p></div><h2 class="heading"><strong>Role Overview:</strong></h2> <p>As a Sales Development Manager for Startups and Commercial at Anthropic, you will lead a high-velocity BDR team focused on driving pipeline generation for our fastest-moving market segments. You will build and manage a team of 8-12 BDRs who specialize in rapid lead qualification and high-volume outbound prospecting in startup and commercial accounts. This role requires a leader who thrives in fast-paced environments and can build repeatable, scalable processes for velocity-driven pipeline development.</p> <h2 class="heading"><strong>Key Responsibilities:</strong></h2> <ul> <li> <p>Build, lead, and scale a team of 8-12 BDRs focused on Startup and Commercial segments</p> </li> <li> <p>Drive high-velocity pipeline generation through optimized inbound lead management and targeted outbound campaigns</p> </li> <li> <p>Establish and track KPIs focused on speed-to-lead, conversion rates, and volume metrics</p> </li> <li> <p>Partner with Startup and Commercial AEs to ensure tight alignment on ICP, qualification criteria, and handoff processes</p> </li> <li> <p>Create streamlined training programs focused on rapid qualification and high-volume prospecting techniques</p> </li> <li> <p>Implement and optimize sales technology stack to maximize team efficiency and throughput</p> </li> <li> <p>Own Pipeline Reviews with sales leadership covering top-of-funnel health, conversion velocity, and campaign effectiveness</p> </li> <li> <p>Build a culture of urgency, experimentation, and continuous improvement</p> </li> <li> <p>Coach a