Enterprise Sales Manager, Digital Native Business

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. As a Sales Manager at Anthropic, you’ll lead a team of Account Executives driving the adoption of safe, frontier AI among digital-native businesses. You’ll leverage your leadership and consultative sales expertise to propel revenue growth while developing a high-performing team of AEs focused on technology companies, SaaS platforms, and other digitally mature organisations. Working closely with Applied AI Engineering and Product teams, you’ll help DNB customers integrate and deploy AI while unlocking its full range of capabilities across their products, platforms, and operations. In collaboration with GTM and Marketing teams, you’ll continuously refine our value proposition, sales methodology, and market positioning to resonate with technical leaders and ensure differentiated value across the DNB landscape. The ideal candidate will have a passion for developing people, identifying market opportunities within the digital-native ecosystem, and executing strategies to capture them. By leading the deployment of Anthropic’s emerging products, you will help technology companies obtain new capabilities while also advancing the ethical development of AI. Responsibilities - Build and lead a high-performing team of Account Executives focused on digital-native businesses, providing coaching, mentorship, and guidance to drive team success - Develop and implement sales strategies tailored to DNB buying cycles and technical evaluation 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 specific focus on DNB sales motions and technical buyer personas - Work closely with Applied AI Engineering teams to demonstrate technical capabilities pre-sales and optimise solutions post-sales for DNB use cases - Enable your team to have credible technical conversations about AI applications with engineering leaders, CTOs, and technical founders - Build strong partnerships across the organisation to drive strategic initiatives within the DNB segment - Identify and execute on new market opportunities and use cases for Anthropic’s AI solutions within technology companies, developer platforms, and digital-first organisations - Help your team navigate complex stakeholder ecosystems including technical leaders, product teams, procurement, and executive sponsors to build consensus - Gather and synthesise customer feedback from DNB users to inform product direction and enhance customer experience - Build and continuously refine the DNB sales methodology by incorporating learnings into playbooks and best practices You may be a good fit if you have: - 10+ years of enterprise sales experience selling into technology or digital-native companies, preferably driving adoption of SaaS, API-first, or emerging technologies - 5+ years of sales leadership experience, ideally leading teams selling into DNB or technology-first organisations - Proven track record of building and leading high-performing sales teams selling into technical buyers, with demonstrated success in coaching and developing AEs - Experience establishing and scaling sales processes, tools, and methodologies in fast-growing organisations - Strong technical acumen and ability to understand complex AI solutions and their applications, with experience enabling teams to have credible conversations with CTOs, VP Engineering, and technical founders - Track record of successful partnership with technical teams throughout the customer journey - Deep understanding of how digital-native companies evaluate and adopt new technologies, including developer-led and product-led buying motions - Demonstrated ability to navigate complex, multithreaded sales cycles across diverse stakeholder groups and drive cross-functional initiatives - Experience managing enterprise sales cycles and helping AEs secure strategic, high-velocity deals - Strong operational rigor in pipeline management, forecasting, and sales metrics - Excellent communication skills and ability to build relationships across all levels, from individual engineers to C-suite executives - Passion for AI technology and commitment to its safe, responsible development 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 ro

10+ years of enterprise sales experience selling into technology or digital-native companies, preferably driving adoption of SaaS, API-first, or emerging technologies; 5+ years of sales leadership experience, ideally leading teams selling into DNB or technology-first organisations; proven track record of building and leading high-performing sales teams selling into technical buyers, with demonstrated success in coaching and developing AEs; experience establishing and scaling sales processes, tools, and methodologies in fast-growing organisations; strong technical acumen and ability to understand complex AI solutions and their applications, with experience enabling teams to have credible conversations with CTOs, VP Engineering, and technical founders; track record of successful partnership with technical teams throughout the customer journey; deep understanding of how digital-native companies evaluate and adopt new technologies, including developer-led and product-led buying motions; demonstrated ability to navigate complex, multithreaded sales cycles across diverse stakeholder groups and drive cross-functional initiatives; experience managing enterprise sales cycles and helping AEs secure strategic, high-velocity deals; strong operational rigor in pipeline management, forecasting, and sales metrics; excellent communication skills and ability to build relationships across all levels, from individual engineers to C-suite executives; passion for AI technology and commitment to its safe, responsible development.