Research & Education Sales Lead, Beneficial Deployments

Anthropics 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.

Anthropics Beneficial Deployments team accelerates the work of organizations doing some of the worlds most important under resourced work: nonprofits education institutions scientific researchers and organizations advancing economic mobility. Education institutions sit at the center of that mission. They train the next generation 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 higher education with a specific focus on research institutes and research intensive universities. You will also support K12 staff and educators across the globe in particular in low and middle income countries where teachers and school staff are the users and the district is often the buyer. 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 district superintendents 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 and education 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 educators. You know how research is funded how a university decides and what it takes for an education 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 education today and the role is expected to grow thoughtfully with more AEs in key regions globally.

• Co-design research and education strategy: the target list of research institutes and research intensive universities support for K12 staff and educators
• Serve as the lead on our most complex institutional deals setting the pursuit strategy opening doors with lab and research-office leadership and personally resolving the toughest hurdles: procurement security review and grant-funded budgets.
• Direct and coach the account executives working education accounts today: joint account plans deal reviews and a repeatable motion for landing a university and expanding within it.
• Build the institutional playbook: how a research institute goes from a pilot in one lab 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 books numbers institutions reached activated and expanded against goals and use them to decide where the effort goes next.
• Be the research and education field voice inside Anthropic: bring deployment learnings unmet needs and the realities of academic buying to the product teams that own the roadmap for this audience.
• Work in lockstep with our PLG 1:many motion so that an institution moves cleanly between scaled programs and direct coverage in both directions.

• Education or 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.

• 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 K12 classrooms 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.

Minimum education: Bachelors 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 arent able to successfully sponsor visas for every role and every candidate. But if we make you an offer we will make every reasonable effort to get you a visa and we retain an immigration lawyer to help with this.

We encourage you to apply even if you do not believe you meet every single qualification. Not all strong candidates will meet every single qualification as listed. Research shows that people who identify as being from underrepresented groups are more prone to experiencing imposter syndrome and doubting the strength of their candidacy so we urge you not to exclude yourself prematurely and to submit an application if youre interested in this work. We think AI systems like the ones were building have enormous social and ethical implications. We think this makes representation even more important and we strive to include a range of diverse perspectives on our team.

Your safety matters to us. To protect yourself from potential scams remember that Anthropic recruiters only contact you some cases we may partner with vetted recruiting agencies who will identify themselves as working on behalf of Anthropic. Be cautious of emails from other domains. Legitimate Anthropic recruiters will never ask for money fees or banking information before your first day. If youre ever unsure about a communication dont click any linksvisit for confirmed position openings.

We believe that the highest-impact AI research will be big science. At Anthropic we work as a single cohesive team on just a few large-scale research efforts. And we value impact advancing our long-term goals of steerable trustworthy AI rather than work on smaller and more specific puzzles. We view AI research as an empirical science which has as much in common with physics and biology as with traditional efforts in computer science. Were an extremely collaborative group and we host frequent research discussions to ensure that we are pursuing the highest-impact work at any given time. As such we greatly value communication skills.

The easiest way to understand our research directions is to read our recent research. This research continues many of the directions our team worked on prior to Anthropic including: GPT-3 Circuit-Based Interpretability Multimodal Neurons Scaling Laws AI & Compute Concrete Problems in AI Safety and Learning from Human Preferences.

Anthropic is a public benefit corporation headquartered in San Francisco. We offer competitive compensation and benefits optional equity donation matching generous vacation and parental leave flexible working hours and a lovely office space in which to collaborate with colleagues. Guidance on Candidates AI Usage:Learn aboutour policy for using AI in our application process.