Sales Enablement Lead, GTM Onboarding

About this role

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

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

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 candidat

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