BDR Enablement Lead
Anthropic · San Francisco, CA | New York City, NY ·
- Seniority
- Lead
- Category
- Sales
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 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
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.
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.
We encourage you to apply even if you do not believe you meet every single qualification. Not all strong candidates will meet every single qualification as listed. Research shows that people who identify as being from underrepresented groups are more prone to experiencing imposter syndrome and doubting the strength of their candidacy, so we urge you not to exclude yourself prematurely and to submit an application if you're interested in this work. We think AI systems like the ones we're building have enormous social and ethical implications. We think this makes representation even more important, and we strive to include a range of diverse perspectives on our team.
Your safety matters to us. To protect yourself from potential scams, remember that Anthropic recruiters only contact you from @anthropic.com email addresses. In some cases, we may partner with vetted recruiting agencies who will identify themselves as working on behalf of Anthropic. Be cautious of emails from other domains. Legitimate Anthropic recruiters will never ask for money, fees, or banking information before your first day. If you're ever unsure about a communication, don't click any links—visit directly for confirmed position openings.
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.