BDR Enablement Lead

Anthropic; San Francisco (CA); Hybrid; USD 171,000 - 209,000; Full time

Benefits offered by this job

Office in San Francisco

Flexible working hours

Generous vacation and parental leave

Equity donation matching (optional)

Job summary

Anthropic is seeking a BDR Enablement Lead to own onboarding curriculum and craft development for the business development team. You will shape how BDRs learn, prospect, and generate meetings using AI-native workflows, with a strong focus on measurable impact.

You’ll lead trainings on outreach, discovery, and qualification, and partner with sales leadership to close gaps. This role blends curriculum design with hands-on tooling and coaching.

Qualifications

• Experience in Enablement, including time as a high-performing BDR or BDR manager.
• Are excited about rebuilding the prospecting motion around AI rather than bolting AI onto the old one.
• Hands-on with prospecting tooling and willing to build workflows yourself.
• Can teach fundamentals with energy on a live call.
• Thrive in fast-paced environments and build from 0 to 1.

Responsibilities

• Own the BDR onboarding curriculum from day one to first meeting booked.
• Enable BDRs on AI-native prospecting workflows and tooling.
• Develop and maintain pipeline generation playbooks across segments and motions.
• Run ongoing skill development on sales fundamentals: cold calling, outreach, discovery.
• Certify BDRs on products, qualification criteria, and messaging.
• Partner with BDR leadership to identify skill gaps and interventions.
• Build coaching and call-review infrastructure for feedback.
• Measure impact on ramp time, activity quality, and pipeline contribution.
• Create a clear development path from BDR to next role.

Skills

Enablement experience

Mentorship

Coaching on sales fundamentals

AI-native prospecting

Strong communication

Fast-paced adaptation

People-first approach

Education

Bachelor’s degree or equivalent

Field relevant to the role

Tools

Claude Cowork

Claude Code

Claude surfaces

Job description

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.

About The Role

We're looking for a BDR Enablement Lead to own the curriculum and craft development of Anthropic's business development organization. Our BDRs are the front door to the pipeline and, for many of them, this is the first serious sales role of their career. What they learn here shapes how they sell for the next decade. This role owns that formation: the onboarding curriculum, sales foundations, the ongoing skill development, and the pipeline generation playbooks that turn effort into meetings. It is also a role with an unusual opportunity. Anthropic's BDRs should be the most AI-native prospecting team in the industry. You will build the workflows that make that true — using plugins, account research skills, and agentic tooling to change what a BDR can accomplish in a day. Doing this well requires someone who is genuinely excited about the craft of prospecting and about rebuilding it around what AI now makes possible.

Key responsibilities

• Own the BDR onboarding curriculum, taking new hires from day one to first meeting booked as quickly as we responsibly can
• Enable BDRs on AI-native prospecting workflows, including plugins, account research skills, and agentic tooling that meaningfully change BDR productivity
• Develop and maintain pipeline generation playbooks across segments, personas, and motions
• Run ongoing skill development on sales fundamentals: cold calling, written outreach, objection handling, discovery, and qualification
• Certify BDRs on our products, our qualification criteria, and our messaging
• Partner with BDR leadership to identify where skill gaps are constraining pipeline, and build focused interventions
• Build the coaching and call-review infrastructure that gives BDRs specific, frequent feedback
• Measure enablement impact on ramp time, activity quality, meeting conversion, and pipeline contribution
• Create a clear development path from BDR into the next role, in partnership with sales leadership

Minimum Qualifications

• Experience in Enablement, including time as a high-performing BDR or BDR manager
• Have excelled in the role you are now enabling, and are passionate about mentorship and early-career development
• Are excited about rebuilding the prospecting motion around AI rather than bolting AI onto the old one
• Are hands‑on with prospecting tooling and willing to build workflows yourself rather than specifying them for someone else
• Can teach the unglamorous fundamentals with energy, and can model them on a live call
• Thrive in fast‑paced, ambiguous environments and enjoy building from 0 to 1
• Care about the person as much as the number, and can hold both
• Are technically curious about AI and credible talking about our products with a technical audience

Preferred Qualifications

• Have 5+ years of experience in Enablement, including time as a high-performing BDR or BDR manager
• Hand‑on experience with Claude Cowork, Claude Code, and other Claude surfaces
• Experience collaborating across global and cross-functional teams
• Experience building 0‑1 onboarding programs and discovery frameworks
• Experience designing or operating a BDR-to-AE promotion path
• Hands‑on experience building prospecting automations, agents, or internal tooling
• Experience enabling BDRs across multiple segments or regions
• A track record connecting BDR enablement to measurable pipeline outcomes

Annual Salary

$190,000—$190,000 USD

Logistics

Minimum education:

Bachelor’s degree or an equivalent combination of education, training, and/or experience

Required field of study:

A field relevant to the role as demonstrated through coursework, training, or professional experience

Minimum years of experience:

Years of experience required will correlate with the internal job level requirements for the position

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.

How We're Different

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.

Come work with us!

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.