Manager, Mid-Market Industries Sales, West

Manager, Mid-Market Industries Sales, West 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. Responsibilities Develop and execute go-to-market strategies for mid-market companies (500–2,500 employees) across Financial Services, Insurance, Life Sciences, and Healthcare verticals. Define segmentation, account tiering, value propositions, and competitive positioning tailored to mid-market buyer personas and purchasing dynamics. Build and lead a multi-layered verticalized sales organization, managing both first-line managers and managers of managers. Recruit Account Executives with domain expertise, develop leadership bench strength, and create career paths that attract and retain top vertical sales talent in a high-growth environment. Establish and iterate on the systems, processes, and playbooks required to scale a mid-market vertical sales motion from early traction to significant revenue. Bring pattern recognition from scaling teams in prior contexts to move quickly while maintaining quality. Own pipeline development, forecasting, and quota attainment across mid-market vertical segments. Establish operational rigor in deal management, stage progression, and revenue predictability appropriate for mid-market deal velocity. Partner with Product and Research to identify mid-market-specific feature requirements, packaging needs, and integration patterns. Translate customer feedback into product inputs and collaborate on developing industry-specific Claude capabilities suited to mid-market deployment models. Work closely with Solutions Engineering, Customer Success, Legal, Marketing, and Partnerships to build seamless customer experiences. Coordinate on mid-market demand generation, content, and enablement programs that drive vertical-specific pipeline. Develop frameworks and playbooks for extending vertical coverage into new industries within the mid-market segment. Identify and prioritize emerging opportunities based on market size, AI readiness, and fit with Anthropic’s mission. You May Be a Good Fit If You: Have 10+ years of enterprise/mid-market sales experience with at least 5 years in sales leadership roles, including experience managing both first-line managers and managers of managers. Have experienced rapid scale in multiple contexts—you’ve built teams from small to large, launched new segments or territories, and know what it takes to go from 0‑to‑1 and 1‑to‑100. Have a proven track record of building and scaling verticalized sales teams selling to mid-market companies (500–2,500 employees), ideally at high-growth technology companies. Have domain expertise in at least one of the core verticals (FSI, Insurance, Life Sciences, Healthcare) with understanding of how mid-market buyers in these industries evaluate and adopt technology. Are skilled at translating technical AI capabilities into vertical‑specific value propositions that resonate with mid-market buyers who may have less technical sophistication than enterprise counterparts. Have experience building repeatable sales processes, playbooks, and enablement programs that allow teams to scale efficiently. Are comfortable operating in ambiguous, fast‑changing environments while maintaining operational discipline and forecasting accuracy. Are passionate about AI’s potential to transform industries responsibly, with a commitment to Anthropic’s mission of developing safe and beneficial AI. Logistics Minimum education: Bachelor’s degree or an equivalent combination of education, training, and/or experience. Required field of study: A field relevant to the role as demonstrated through coursework, training, or professional experience. Minimum years of experience: Years of experience required will correlate with the internal job level requirements for the position. 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. Visa sponsorship: We sponsor visas where possible and will make every reasonable effort to obtain the necessary sponsorship. Compensation The annual compensation range for this role is listed below. For sales roles, the range provided is the role’s On Target Earnings ("OTE") range, meaning that the range includes both the sales commissions/sales bonuses target and annual base salary for the role.

$360,000 - $550,000 USD

Benefits Anthropic is a public benefit corporation headquartered in San Francisco. We offer competitive compensation and benefits, optional equity donation matching, generous vacation and parental leave, flexible working hours, and a lovely office space in which to collaborate with colleagues. Equal Employment Opportunity Statement As set forth in Anthropic’s Equal Employment Opportunity policy, we do not discriminate on the basis of any protected group status under any applicable law. #J-18808-Ljbffr anthropic