As the Manager, Mid-Market Industries Sales, West at Anthropic, you will build and lead a verticalized sales organization targeting companies with 500–2,500 employees across Financial Services, Insurance, Healthcare, and Life Sciences.
This role requires a seasoned leader who has experienced rapid scale across multiple contexts,someone who thrives in ambiguity, builds repeatable GTM motions from scratch, and can manage both first-line leaders and managers of managers.
You’ll bring 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 directly impact Anthropic’s ability to capture the enormous mid-market AI opportunity,bringing Claude to thousands of companies in regulated industries that are ready to adopt AI but need a trusted partner who understands their specific challenges.
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.
Team Building & Leadership at Scale: Build and lead a multi-layered verticalized sales organization, managing both first-line managers and managers of managers.
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.
Pipeline & Revenue Ownership: Own pipeline development, forecasting, and quota attainment across mid-market vertical segments.
Product Partnership: Partner with Product and Research to identify mid-market-specific feature requirements, packaging needs, and integration patterns.
Cross-functional Collaboration: Work closely with Solutions Engineering, Customer Success, Legal, Marketing, and Partnerships to build seamless customer experiences.
Vertical Expansion: Develop frameworks and playbooks for extending vertical coverage into new industries within the mid-market segment.
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
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.
Annual Salary: $360,000-$550,000 USD
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