Sales Enablement Lead, GTM Onboarding
About the role
Anthropic's Go-To-Market team is growing quickly, and every new Account Executive, BDR, and GTM teammate we hire needs to become productive, confident, and credible on Claude faster than at any other company. The GTM Onboarding program is one way that happens. It's the first experience new hires have of how we sell, who our customers are, what our products do, and how we work together — and it sets the trajectory for their ramp.
We're looking for someone to own that program end to end. You'll design and run recurring onboarding cohorts for new GTM hires: building the curriculum, coordinating facilitators from across Sales, Marketing, Applied AI, and Product, running live sessions, and making sure every cohort leaves ready to have real customer conversations. This person will be the front door to GTM. You will set the tone for new hires’ first impression of Anthropic and our team.
You'll also own what happens after onboarding ends. That means measuring ramp, tracking attendance and comprehension, gathering feedback, and using what you learn to improve the next cycle. You'll build and maintain the operational machinery behind the program — rosters, calendars, facilitator communications, mock discovery calls — and you'll use Claude itself to automate as much of it as possible.
This is a highly cross-functional role. You'll partner with GTM leadership, hiring managers, Revenue Operations, Marketing, and product teams to keep the program current as our products and sales motions evolve. You’ll work closely with subject matter experts, but you'll need to be a generalist who can help new hires connect the dots and build robust mental models for how the business operates.
This role reports into the GTM Enablement team.
Key responsibilities
Own the GTM Onboarding program end to end: curriculum design, cohort scheduling, facilitator coordination, live delivery, and continuous improvement
Design and deliver training that makes Anthropic's products, sales motions, customer stories, and tools (Salesforce, Gong, Apollo, and others) accessible to sellers from a range of backgrounds
Serve as an extension to subject matter experts on Claude for Enterprise, Claude Code, and the Claude Developer Platform for new GTM hires, and keep onboarding content accurate as products change
Recruit, prepare, and support a rotating bench of internal facilitators and field volunteers, including briefing them on each cohort's composition and running mock discovery calls with new AEs
Build and maintain the program's operational infrastructure — rosters, calendar logistics, and communications — and automate recurring work using Claude
Measure program effectiveness through attendance, comprehension checks, feedback surveys, and ramp metrics, and present findings and recommendations to GTM leadership
Build and maintain 30/60/90 day ramp plans and post-onboarding resources that carry new hires from cohort to quota
Partner with hiring managers, Revenue Operations, Marketing, and product teams to identify enablement gaps and incorporate new content into the program
Work with the global enablement team to adapt and extend the program for international GTM teams and new role types as the organization grows
Minimum qualifications
Experience in sales enablement, and/or program management-related roles
Have designed and delivered onboarding or training programs for sales teams, including building curriculum and facilitating live sessions
Can translate technical product concepts into clear, practical language for non-technical audiences
Bring strong program management skills, with a track record of running recurring, multi-stakeholder operations reliably
Apply adult learning principles to how you design and sequence training
Communicate clearly and credibly with new hires, facilitators, and senior GTM leadership
Work effectively in fast-moving environments with high ambiguity, and are comfortable building where no process exists yet
Are excited about Anthropic's mission to develop AI that is safe and beneficial
Preferred qualifications
6+ years experience in sales enablement, and/or program management-related roles
Experience running sales onboarding at a company that scaled significantly
Have used Claude or similar AI tools to automate operational workflows, and are enthusiastic about doing more of it
Experience measuring and reporting on sales ramp performance
Experience adapting enablement content for international or multi-language audiences
Prior experience as a quota-carrying seller, sales engineer, or customer-facing technical role
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