Manager, Sales Development (Startups & Commercial)

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About this role

Manager, Sales Development (Startups & Commercial) San Francisco, CA | New York City, NY About Anthropic 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. Role Overview: 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. Key Responsibilities: - Build, lead, and scale a team of 8-12 BDRs focused on Startup and Commercial segments - Drive high-velocity pipeline generation through optimized inbound lead management and targeted outbound campaigns - Establish and track KPIs focused on speed-to-lead, conversion rates, and volume metrics - Partner with Startup and Commercial AEs to ensure tight alignment on ICP, qualification criteria, and handoff processes - Create streamlined training programs focused on rapid qualification and high-volume prospecting techniques - Implement and optimize sales technology stack to maximize team efficiency and throughput - Own Pipeline Reviews with sales leadership covering top-of-funnel health, conversion velocity, and campaign effectiveness - Build a culture

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