BDR Enablement Lead

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

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.

Annual Salary:

$190,000—$190,000 USD