BDR Enablement Lead

Anthropic•San Francisco, CA

5d•Hybrid

About The Position

Anthropic is seeking a BDR Enablement Lead to take ownership of the curriculum and craft development for its business development organization. This role is crucial as BDRs are the initial point of contact for the sales pipeline, and their training significantly influences their future sales careers. The Lead will be responsible for designing and implementing the onboarding curriculum, sales foundations, continuous skill development, and pipeline generation playbooks. A unique aspect of this role is the opportunity to make Anthropic's BDRs the most AI-native prospecting team in the industry by building workflows that leverage plugins, advanced account research, and agentic tooling to enhance productivity. This requires a passion for prospecting and a vision for how AI can revolutionize the BDR role.

Requirements

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

Nice To Haves

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

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