Manager, Sales Development (Startups & Commercial)

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 of urgency, experimentation, and continuous improvement

• Coach and develop BDRs on velocity prospecting, quick qualification, and career progression

Qualifications:

• 5+ 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 analy