Sr. Manager, Developer Experience
Highlands Ranch · Hybrid·$154K – $246K·Full-time
about 12 hours
Location requirements
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.
As a Sales Manager at Anthropic, you'll lead a team of Enterprise Account Executives driving the adoption of safe, frontier AI by securing strategic deals with top enterprises across industries. You'll leverage your leadership and consultative sales expertise to propel revenue growth while developing a high-performing team of AEs. Working closely with Applied AI Engineering and Product teams, you'll help enterprise customers embed and deploy AI while uncovering its full range of capabilities across diverse business functions. In collaboration with GTM and Marketing teams, you'll continuously refine our value proposition, sales methodology, and market positioning to ensure differentiated value across the enterprise landscape.
The ideal candidate will have a passion for developing people, identifying market opportunities across industries, and executing strategies to capture them. By leading the deployment of Anthropic's emerging products, you will help enterprises obtain new capabilities while also advancing the ethical development of AI.
Build and lead a high-performing team of Enterprise Account Executives, providing coaching, mentorship, and guidance to drive team success
Develop and implement sales strategies tailored to enterprise procurement cycles and budgeting processes to meet and exceed team revenue quotas
Create and maintain accurate forecasts, pipeline management, and reporting while ensuring data integrity in CRM systems
Partner with Enablement to develop training programs and resources that accelerate AE ramp time and effectiveness, with focus on enterprise buying cycles and decision-making processes
Partner closely with Product, Research and Marketing teams to incubate and scale new vertical strategies
Work closely with Applied AI Engineering teams to demonstrate technical capabilities pre-sales and optimize solutions post-sales
Enable your team to have credible technical conversations about AI applications while maintaining appropriate guardrails
Build strong partnerships across the organization to drive strategic initiatives
Identify and execute on new market opportunities and use cases for Anthropic's AI solutions across enterprise segments
Help your team navigate complex enterprise stakeholder ecosystems including executives, IT departments, and procurement offices to build consensus
Gather and synthesize customer feedback to inform product direction and enhance customer experience
Build and continuously refine the enterprise sales methodology by incorporating learnings into playbooks and best practices
15+ years of enterprise sales experience, preferably driving adoption of SaaS or emerging technologies
5+ years of sales leadership experience within the Enterprise segment
Proven track record of building and leading high-performing sales teams selling into large enterprises, with demonstrated success in coaching and developing AEs
Experience establishing and scaling sales processes, tools, and methodologies in fast-growing organizations
Strong technical acumen and ability to understand complex AI solutions, with experience enabling teams to have credible technical conversations with technical and business stakeholders
Track record of successful partnership with technical teams throughout the customer journey
Deep understanding of enterprise buying cycles, procurement frameworks, and common pain points across industries
Demonstrated ability to navigate complex, multithreaded sales cycles across diverse stakeholder groups and drive cross-functional initiatives
Experience managing complex enterprise sales cycles and helping AEs secure strategic deals
Strong operational rigor in pipeline management, forecasting, and sales metrics
Excellent communication skills and ability to build relationships across all levels, from individual contributors to C-suite executives
Strategic approach to market analysis combined with tactical excellence in execution
Passion for AI technology and commitment to its safe, responsible development
The annual compensation range for this role is 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. Our total compensation package for full-time employees includes equity and benefits.
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.
Visa sponsorship: We do sponsor visas! However, we aren't able to successfully sponsor visas for every role and every candidate. But if we make you an offer, we will make every reasonable effort to get you a visa, and we retain an immigration lawyer to help with this.
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. Research shows that people who identify as being from underrepresented groups are more prone to experiencing imposter syndrome and doubting the strength of their candidacy, so we urge you not to exclude yourself prematurely and to submit an application if you're interested in this work. We think AI systems like the ones we're building have enormous social and ethical implications. We think this makes representation even more important, and we strive to include a range of diverse perspectives on our team.
Your safety matters to us. To protect yourself from potential scams, remember that Anthropic recruiters only contact you from @anthropic.com email addresses. Be cautious of emails from other domains. Legitimate Anthropic recruiters will never ask for money, fees, or banking information before your first day. If you're ever unsure about a communication, don't click any links—visit anthropic.com/careers directly for confirmed position openings.
We believe that the highest-impact AI research will be big science. At Anthropic we work as a single cohesive team on just a few large-scale research efforts. And we value impact — advancing our long-term goals of steerable, trustworthy AI — rather than work on smaller and more specific puzzles. We view AI research as an empirical science, which has as much in common with physics and biology as with traditional efforts in computer science. We're an extremely collaborative group, and we host frequent research discussions to ensure that we are pursuing the highest-impact work at any given time. As such, we greatly value communication skills.
The easiest way to understand our research directions is to read our recent research. This research continues many of the directions our team worked on prior to Anthropic, including: GPT-3, Circuit-Based Interpretability, Multimodal Neurons, Scaling Laws, AI & Compute, Concrete Problems in AI Safety, and Learning from Human Preferences.
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. Guidance on Candidates' AI Usage: Learn about our policy for using AI in our application process
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