Manager, Enterprise Sales - MedTech

Skills this role screens for

About the role

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.

The work

About the role

As the Sales Manager for Life Sciences at Anthropic, you’ll lead the foundational team introducing our frontier AI platform to the medtech ecosystem, spanning medical device, diagnostics, and digital health manufacturers. You’ll build and develop a team of Strategic Account Executives who drive adoption of safe, frontier AI by securing strategic deals with large medical device companies, diagnostics providers, and emerging medtech innovators. You’ll bring deep domain fluency in how medical devices are designed, validated, cleared or approved, manufactured, and monitored in the field to coach your team’s consultative sales approach, while becoming a trusted advisor yourself to senior medtech stakeholders, helping them embed and deploy AI across the product lifecycle from design and development through post-market surveillance. 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 medtech sub-segment.

The ideal candidate has a passion for developing new market segments within medtech, pinpointing high-potential opportunities across engineering, regulatory, quality, manufacturing, clinical, and commercial functions, and building a team that can execute strategies to capture them. By driving deployment of Anthropic’s emerging products across medtech organizations, you’ll help them bring safer, better devices to patients faster while advancing the ethical development of AI.

The work

Key responsibilities

• Build and lead a specialized team of Strategic Account Executives covering medical device, diagnostics, and digital health 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 the distinct procurement cycles of medtech, including product development and engineering budgets, quality and regulatory compliance investment, manufacturing and supply chain programs, commercial and field organization budgets, and enterprise IT and digital transformation programs, translating market and trend analysis into account plans and campaigns that meet and exceed team revenue targets
• Identify and prioritize high-potential opportunities across product design and development, design controls and verification and validation, regulatory affairs and submissions, quality management and CAPA, manufacturing and supply chain, clinical evidence generation, complaint handling and post-market surveillance, and commercial and reimbursement functions, partnering cross-functionally to differentiate Anthropic’s offering for medtech 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 medtech value chain, including device design and development, software as a medical device, regulatory submissions (510(k), PMA, De Novo, EU MDR), quality systems, manufacturing, post-market surveillance and vigilance reporting, and commercial launch, 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 and senior functional leaders (CEOs, CTOs, CIOs, Chief Quality Officers, CMOs, CCOs, and Heads of R&D, Engineering, and Regulatory Affairs) across medtech 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 design engineers, regulatory and quality professionals, manufacturing teams, clinical affairs, and commercial teams into product and roadmap input, strengthening Anthropic’s value proposition across the segment
• Build strategic relationships with medtech-focused system integrators, technology vendors (including QMS, PLM, and ERP providers), contract manufacturers, and industry organizations to scale go-to-market capabilities
• Establish Anthropic’s position as the AI partner of choice across medtech through conference presentations, white papers, case studies, and participation in industry forums
• Codify learnings into playbooks, templates, and best practices, partnering with Marketing and Enablement to scale winning use cases and proof points across medtech accounts

Who they want

Minimum qualifications

• 10+ years of experience in life sciences, with at least 5 years specifically selling into or working within medical device, diagnostics, or medtech organizations (R&D, engineering, regulatory, quality, manufacturing, or commercial functions, or related consulting)
• Experience in leadership roles managing or coaching enterprise sales teams, with a track record of driving measurable revenue outcomes in medtech or adjacent life sciences settings
• Deep understanding of medtech business models, operations, and economics, including the device product lifecycle, the regulatory environment (FDA 21 CFR Part 820 and QMSR, ISO 13485, EU MDR, IEC 62304, 21 CFR Part 11), and competitive dynamics
• A track record of managing or overseeing complex, multi-stakeholder sales cycles within medtech organizations, securing strategic deals by understanding both technical requirements and engineering, regulatory, quality, and 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 medtech audiences, from design engineers and quality and regulatory leaders to C-suite executives
• A genuine interest in deploying AI responsibly and motivation to advance Anthropic’s mission of building safe, beneficial AI

Nice to have

Preferred qualifications

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.…

• Deep understanding of buying cycles, decision-making processes, and key pain points across multiple medtech sub-segments (e.g., large device manufacturers, diagnostics, digital health and SaMD) and across functions (engineering, regulatory, quality, manufacturing, commercial)
• A strategic, analytical approach to assessing the medtech 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 design and development, regulatory and quality documentation, manufacturing, post-market surveillance, or commercial 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 in medical devices and diagnostics, with strong conviction around safe, ethical development of AI in these contexts