Research & Education Sales Lead, Beneficial Deployments

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 Beneficial Deployments team accelerates the work of organizations doing some of the world's most important under-resourced work: nonprofits, education institutions, scientific researchers, and organizations advancing economic mobility. Research institutions sit at the center of that mission. They produce the science the rest of the world builds on, and they are structurally short on time, budget, and technical capacity to figure out new technology on their own. You will lead our targeted approach to research institutes and research intensive universities globally. Where our scaled motion reaches thousands of organizations one to many, this role is the opposite end of the same ecosystem: a deliberately short list of institutions where depth matters, where a lab, a department, or a whole campus adopting Claude changes what science gets done, and where the buying process runs through provosts, research offices, procurement, grant budgets, and security review. Reach comes first, and commercial results follow from it. That ordering is deliberate and it is shared across every leader on this team: a research institute that adopts Claude to move its science faster is a win on its own terms, and you will be measured on creating that value with the institutions that matter most, not only on pipeline. You are the single accountable owner for the research Enterprise book globally: its target list, its AEs, its numbers, and its field voice inside Anthropic. You are half seller, half domain translator. You will personally run the most complex institutional deals, and you will be credible in a room of scientists and research leaders. You know how research is funded, how a university decides, and what it takes for a research sales motion to land in a software company. You will bring that knowledge to the product, applied AI, and marketing teams who build for this audience. This is a player coach seat. You will be directly involved in deals and directing the account executives who cover research institutes and universities today, and the role is expected to grow thoughtfully with more AEs in key regions globally. Key responsibilities • Co-design our global research strategy: the target list of research institutes and research intensive universities that advance scientific discovery. • Serve as the lead on our most complex institutional deals — setting the pursuit strategy, opening doors with lab and research-office leadership, university provosts, and personally resolving the toughest hurdles: procurement, security review, and grant-funded budgets. • Direct and coach the account executives working research accounts today: joint account plans, deal reviews, and a repeatable motion for landing a university and expanding within it. • Build the institutional playbook: how an institute goes from a pilot to a working deployment across a department, what good adoption looks like, and when to bring in applied AI, customer success, or partners. • Own the book's numbers, institutions reached, activated, and expanded against goals, and use them to decide where the effort goes next. • Work in lockstep with our PLG 1:many motion, so that an institution moves cleanly between scaled programs and direct coverage in both directions. Minimum qualifications • Research sales. You have sold software as a service into universities, research institutes, or academic medical centers, and you have personally closed complex institutional agreements involving procurement, security review, and multiple decision makers. • Science background. You have trained or worked in a scientific field, or spent a meaningful part of your career selling to or building for scientists, and you can hold a credible conversation with a principal investigator about their research. • Sales leadership. You have led a sales business end to end and been the accountable owner for its results, whether as a team lead, a player coach, or the sole owner of a strategic book. Preferred qualifications • Global research landscape: experience selling to universities or research institutes in more than one region, an understanding of how funding and procurement differ from country to country, and comfort working across time zones with regional teams. • Experience with research funding: grants, indirect costs, and how a fixed annual budget shapes what an institution can buy. • Track record landing an institution wide agreement at a research intensive university, and expanding from a single department to a campus or system. • Familiarity with how AI is already used in research settings, and a point of view on where it should go next. • Experience working with academic consortia, national labs, or research networks. • An impact, education, research, or mission driven go to market background, and genuine interest in these institutions' constraints. • A daily working habit with Claude, and agentic workflows you have built for yourself. You might thrive here if you • Want your work measured in science that moves faster, not only in pipeline. • Have sat in a faculty meeting or a research office and know why the obvious commercial playbook does not work there. • Are comfortable being the only person accountable for a book while depending on teams you do not manage. • Would rather close the first three institutional deals yourself and write the playbook from what you learned than write the strategy deck first. • Find the constraint interesting rather than frustrating: long procurement cycles, grant timelines, and security reviews are the job, not an obstacle to it. The annual compens