Manager, Enterprise Sales - HCLS

About the role

As the Sales Manager for Healthcare & Life Sciences at Anthropic, you'll lead the foundational team introducing our frontier AI platform to the healthcare and life sciences ecosystem — spanning biopharma, payors, and providers. You'll build and develop a team of Strategic Account Executives who drive adoption of safe, frontier AI by securing strategic deals with biopharma companies, health plans, health systems, and hospitals. You'll bring deep domain fluency across the segment to coach your team's consultative sales approach, while becoming a trusted advisor yourself to senior healthcare and life sciences stakeholders — helping them embed and deploy AI while uncovering its full range of capabilities. In collaboration with Product and Marketing, you'll continuously refine the team's value proposition, sales methodology, and market positioning to resonate with decision-makers across each sub-segment.

The ideal candidate has a passion for developing new market segments within healthcare delivery, payor operations, and life sciences, pinpointing high-potential opportunities across the portfolio, and building a team that can execute strategies to capture them. By driving deployment of Anthropic's emerging products across biopharma, payor, and provider organizations, you'll help healthcare and life sciences enterprises obtain new capabilities while advancing the ethical development of AI.

Key responsibilities

• Build and lead a specialized team of Strategic Account Executives covering biopharma, payor, and provider accounts, setting growth targets by sub-segment and coaching reps through the full sales cycle from outbound to close
• Design and oversee sales strategies tailored to each sub-segment's distinct procurement cycles — R&D and commercial budgeting in biopharma, value-based care initiatives and Star Ratings priorities for payors, clinical and administrative budgeting for providers — translating market and trend analysis into account plans and campaigns that meet and exceed team revenue targets
• Identify and prioritize high-potential opportunities across clinical departments, care management teams, claims processing units, drug discovery and commercial functions, and administrative offices, partnering cross-functionally to differentiate Anthropic's offering for healthcare delivery, payor, and life sciences use cases
• Run a disciplined pipeline and forecasting cadence across the team, managing an evolving sales process to deliver predictable, coachable performance against quota
• Serve as Anthropic's domain expert across the healthcare and life sciences value chain — including payer operations (claims adjudication, prior authorization, risk adjustment), provider operations, and biopharma R&D/commercial functions — and translate that expertise into repeatable playbooks, frameworks, and go-to-market strategies your team and the broader field organization can scale
• Partner directly with C-suite executives (CEOs, CFOs, CMOs, CTOs, CCOs) across biopharma, payor, and provider organizations to design multi-year AI transformation roadmaps and build long-term trusted advisor relationships
• Partner closely with Product and Applied AI to translate feedback from clinicians, care coordinators, researchers, and administrative leaders into product and roadmap input, strengthening Anthropic's value proposition across the segment
• Build strategic relationships with healthcare- and life sciences-focused system integrators, health tech vendors, and industry organizations to scale go-to-market capabilities
• Establish Anthropic's position as the AI partner of choice across healthcare and life sciences through conference presentations, white papers, case studies, and participation in industry forums (e.g., AHIP, NAHU, JPM Healthcare Conference, regional Blues plans associations)
• Codify learnings into playbooks, templates, and best practices, partnering with Marketing and Enablement to scale winning use cases and proof points across biopharma, payor, and provider accounts

Minimum qualifications

• 10+ years of experience in healthcare and/or life sciences, with at least 5 years specifically across payor, provider, or biopharma segments (health plans, managed care organizations, PBMs, health systems, pharmaceutical/biotech commercial or R&D functions, or related consulting)
• Experience in leadership roles managing or coaching enterprise sales teams, with a track record of driving measurable revenue outcomes in healthcare and/or life sciences settings
• Deep understanding of business models, operations, and economics across at least one of biopharma, payor, or provider segments — including the regulatory environment (CMS regulations, HIPAA, FDA) and competitive dynamics
• A track record of managing or overseeing complex, multi-stakeholder sales cycles within healthcare or life sciences organizations, securing strategic deals by understanding both technical requirements and clinical/administrative/commercial use cases
• Proven experience exceeding revenue targets by effectively managing a team's pipeline and an evolving sales process
• Excellent communication skills, with the ability to present confidently across healthcare and life sciences audiences — from clinicians and researchers to C-suite executives and payor leadership
• A genuine interest in deploying AI responsibly and motivation to advance Anthropic's mission of building safe, beneficial AI

Preferred qualifications

• Deep understanding of buying cycles, decision-making processes, and key pain points across two or more of biopharma, payor, and provider organizations
• A strategic, analytical approach to assessing the healthcare and life sciences market, paired with creative, tactical execution to capture opportunities and a willingness to roll up sleeves on deals alongside the team
• Experience developing and refining AI use cases in collaboration with customers and channel partners, spanning care delivery, population health, administrative efficiency, drug discovery, or commercial life sciences functions
• Experience building or scaling a specialized sales team from an early stage
• Passion for and/or experience with advanced AI systems and their applications across clinical and life sciences settings, with strong conviction around safe, ethical development of AI in these contexts