Manager, Mid-Market Industries Sales

Overview Anthropic is on a mission to create reliable, interpretable, and steerable AI systems. We aim for AI to be safe and beneficial for users and society. Our team includes researchers, engineers, policy experts, and business leaders working together to build beneficial AI systems. Role Manager, Mid-Market Industries Sales, West. This role builds and leads a verticalized sales organization targeting companies with 500–2,500 employees across Financial Services, Insurance, Healthcare, and Life Sciences. You will own the strategy and execution for this high-growth segment, managing a team of specialized Account Executives organized by industry vertical who navigate complex but faster-moving sales cycles with mid-market buyers. You should be a seasoned leader with experience scaling teams across contexts, capable of creating repeatable GTM motions, and able to manage both first-line leaders and managers of managers. Requirements include 5+ years of progressive leadership experience and a proven ability to attract, develop, and retain high-performing sales talent in verticalized environments. Your success will impact Anthropic’s ability to capture the mid-market AI opportunity—bringing Claude to thousands of companies in regulated industries that need a trusted partner. You will collaborate with Product, Solutions Engineering, and Customer Success to ensure Claude’s capabilities meet mid-market needs while developing scalable, repeatable sales motions across verticals. Responsibilities Mid Market Vertical Sales Strategy & Execution: 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. Team Building & Leadership at Scale: 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. Rapid Scale Operations: 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 to move quickly while maintaining quality. Pipeline & Revenue Ownership: Own pipeline development, forecasting, and quota attainment across mid-market vertical segments. Establish operational rigor in deal management, stage progression, and revenue predictability for mid-market deal velocity. Product Partnership: Partner with Product and Research to identify mid-market feature requirements, packaging needs, and integration patterns. Translate customer feedback into product inputs and collaborate on industry-specific Claude capabilities for mid-market deployment models. Cross-functional Collaboration: Work with Solutions Engineering, Customer Success, Legal, Marketing, and Partnerships to build seamless customer experiences. Coordinate on demand generation, content, and enablement programs that drive vertical-specific pipeline. Vertical Expansion: Develop frameworks and playbooks for extending vertical coverage into new industries within the mid-market segment. Identify 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, including managing both first-line managers and managers of managers. Have scaled teams across contexts—built teams, launched new segments or territories, and led 0-to-1 and 1-to-100 growth. Have a proven track record building and scaling verticalized sales teams for mid-market companies (500–2,500 employees), ideally in high-growth technology. Have domain expertise in at least one core vertical (FSI, Insurance, Life Sciences, Healthcare) with understanding of how mid-market buyers evaluate technology. Are skilled at translating AI capabilities into vertical-specific value propositions for mid-market buyers with varying technical sophistication. Have experience building repeatable sales processes, playbooks, and enablement programs for scalable teams. Operate well in ambiguous, fast-changing environments while maintaining discipline and forecasting accuracy. Are passionate about AI’s potential to transform industries responsibly and aligned with Anthropic’s mission of safe, beneficial AI. Compensation & Logistics Annual compensation range: $360,000—$550,000 USD. For sales roles, this range includes on-target earnings (OTE) with base salary and commissions/bonuses. Minimum education: Bachelor’s degree or equivalent experience. Required field of study: A field relevant to the role as demonstrated through coursework, training, or professional experience. Minimum years of experience: Aligns with internal job level requirements. Location-based hybrid policy: Currently, staff are expected to be in one of our offices at least 25% of the time; some roles may require more. Visa sponsorship: We sponsor visas when possible. If we make you an offer, we will make reasonable efforts with immigration support. Application note: We encourage you to apply even if you do not meet every qualification. We recognize diverse candidate pools and the social implications of AI. Your safety matters to us. To protect yourself from scams, Anthropic recruiters contact you from @anthropic.com email addresses. Be cautious of emails from other domains. Legitimate recruiters will not ask for money, fees, or banking information before your first day. If unsure, visit anthropic.com/careers directly for confirmed openings. About Us & How We’re Different Anthropic is a public benefit corporation headquartered in San Francisco. We value collaboration, focus on high-impact AI research, and emphasize communication. For context on our research directions, see our recent work including GPT-3, Circuit-Based Interpretability, Multimodal Neurons, Scaling Laws, AI & Compute, Concrete Problems in AI Safety, and Learning from Human Preferences. We offer competitive compensation and benefits, including optional equity donation matching, generous vacation and parental leave, flexible hours, and a collaborative office environment. #J-18808-Ljbffr Anthropic