Manager of Sales Development (Startups/Commercial)

Requirements This role requires a leader who thrives in fast-paced environments and can build repeatable, scalable processes for velocity-driven pipeline development

• 2-4 years of experience managing BDR/SDR teams, preferably in high-growth SaaS or technology companies
• Proven track record of building and scaling velocity-focused sales development teams
• Experience managing teams prospecting into Startup or Commercial/SMB market segments
• Strong analytical skills with experience using data to optimize team performance and conversion rates
• Experience with Salesforce, HubSpot, Outreach/Salesloft, and sales analytics tools
• Demonstrated ability to build efficient, repeatable processes that scale with volume
• Excellent communication and leadership skills with ability to motivate and develop talent
• Experience in API-first, consumption-based, or usage-based business models preferred
• Bachelor's degree or equivalent work experience
• (Desirable) Experience at companies with PLG (product-led growth) or developer-focused go-to-market motions
• (Desirable) Experience selling an API product
• (Desirable) Background managing teams that handle high amount of leads per day per rep
• (Desirable) Track record of BDRs successfully transitioning to AE roles under your leadership
• (Desirable) Experience building BDR functions in early-stage or Series B-D companies
• (Desirable) Familiarity with AI/ML industry and technical product positioning
• Education requirements: We require at least a Bachelor's degree in a related field or equivalent experience
• Location-based hybrid policy: Currently, we expect all staff to be in one of our offices at least 25% of the time. However, some roles may require more time in our offices
• We encourage you to apply even if you do not believe you meet every single qualification. Not all strong candidates will meet every single qualification as listed

What the job involves 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
• 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 of urgency, experimentation, and continuous improvement
• Coach and develop BDRs on velocity prospecting, quick qualification, and career progression

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