BDR Enablement Lead

Anthropic•San Francisco, NY

4d•Hybrid

About The Position

Anthropic is seeking a BDR Enablement Lead to develop the curriculum and craft for its business development organization. This role is crucial as BDRs are the primary source of pipeline generation, and for many, this is their first sales role. The Lead will be responsible for onboarding, sales foundations, continuous skill development, and creating 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, account research skills, and agentic tooling to enhance productivity. The ideal candidate will be passionate about prospecting and eager to innovate the field with AI capabilities.

Requirements

Experience in Enablement, including time spent as a high-performing BDR or BDR manager.
Proven success in the role being enabled, coupled with a passion for mentorship and supporting early-career professionals.
Enthusiasm for reimagining the prospecting process with AI, rather than simply integrating AI into existing methods.
Hands-on proficiency with prospecting tools and a willingness to build workflows directly.
Ability to teach fundamental sales skills with energy and to model these skills effectively during live calls.
Capacity to thrive in fast-paced, ambiguous environments and a drive to build initiatives from the ground up.
A balanced approach, caring about individual development as much as performance metrics.
Technical curiosity regarding AI and the ability to discuss Anthropic's products credibly with a technical audience.

Nice To Haves

5+ years of experience in Enablement, including experience as a high-performing BDR or BDR manager.
Hands-on experience with Claude Cowork, Claude Code, and other Claude surfaces.
Experience collaborating with global and cross-functional teams.
Experience building 0-1 onboarding programs and discovery frameworks.
Experience designing or managing 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 demonstrated track record of linking BDR enablement efforts to measurable pipeline outcomes.

Responsibilities

Own the BDR onboarding curriculum, guiding new hires from their first day to booking their first meeting efficiently and responsibly.
Enable BDRs on AI-native prospecting workflows, including the use of plugins, advanced account research techniques, and agentic tools to significantly boost productivity.
Develop and maintain pipeline generation playbooks tailored for different segments, personas, and sales motions.
Conduct ongoing skill development sessions focusing on sales fundamentals such as cold calling, written outreach, objection handling, discovery, and qualification.
Certify BDRs on Anthropic's products, qualification criteria, and key messaging.
Collaborate with BDR leadership to identify skill gaps that hinder pipeline growth and implement targeted interventions.
Establish coaching and call-review processes to provide BDRs with consistent, specific feedback.
Measure the impact of enablement initiatives on ramp time, activity quality, meeting conversion rates, and pipeline contribution.
Create a clear career development path from the BDR role to subsequent positions, in partnership with sales leadership.