BDR Enablement Lead

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. 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.

• 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

• 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

• Have 8+ years of experience in Enablement, including time as a high-performing BDR or BDR manager
• Hand-on experience with Claude, 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: $270,000—$310,000 USD. 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.

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. We encourage you to apply even if you do not believe you meet every single qualification.

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 time. As such, we greatly value communication skills.