Research & Education Sales Lead, Beneficial Deployments
About this role
Professionals who prefer closing initial complex deals personally and writing the playbook from direct experience rather than starting with a strategy deck will find a natural fit here. The Beneficial Deployments team at Anthropic accelerates the work of under-resourced organizations like nonprofits, educational institutions, and scientific researchers by bringing reliable and steerable AI systems to their operations. This role serves as the single accountable owner for the global research and education enterprise book, acting as a bridge between commercial goals and academic domains.
Working closely with product, applied AI, and marketing teams, this person will lead targeted approaches to higher education and support global K12 educators. Responsibilities include personally executing complex institutional sales involving provosts, research offices, and security reviews while coaching account executives to build repeatable deployment motions. Success is measured by genuine institutional impact and scientific acceleration rather than traditional sales metrics alone.
What you will do
- Lead the most complex institutional deals by setting pursuit strategies, opening doors with lab and research-office leadership, and personally resolving procurement, security review, and grant-budget hurdles.
- Direct and coach account executives working on education accounts through joint account plans, deal reviews, and repeatable landing and expansion motions.
- Build the institutional playbook detailing how an institute moves from a pilot to a working department-wide deployment and when to bring in applied AI or customer success partners.
- Own the book's numbers, institutions reached, activated, and expanded against goals to determine future resource allocation.
- Work in lockstep with scaled product-led growth motions to ensure institutions move smoothly between direct coverage and scaled programs.
What you need
- Demonstrated experience selling software as a service into universities, research institutes, or academic medical centers.
- Track record of personally closing complex institutional agreements that involve procurement, security reviews, and multiple decision makers.
- Professional background or training in a scientific field, or significant experience selling to or building for scientists and educators.
- Experience leading a sales business end to end as a team lead, player coach, or sole owner of a strategic book.
- Possession of a Bachelor’s degree or an equivalent combination of education, training, and professional experience in a relevant field.
Nice to have
- Experience selling to universities, research institutes, or school systems in more than one region with an understanding of international funding and procurement differences.
- Familiarity with research funding mechanisms, including grants and indirect costs.
- Track record of landing institution-wide agreements at research-intensive universities and expanding across campuses.
- Familiarity with current AI use cases in research settings and K12 classrooms.
- Experience working with academic consortia, national labs, or research networks.
Skills and tech stack
Questions candidates ask
What is the remote or office policy for this job?
Anthropic maintains a location-based hybrid policy where staff are expected to be in one of the offices at least 25% of the time, though some roles may require more office time.
What is the compensation range for this position?
The annual On Target Earnings range for this role is $380,000 to $450,000 USD, which includes both the sales commissions or bonuses target and the annual base salary.
Does Anthropic offer visa sponsorship?
Yes, the company sponsors visas and retains an immigration lawyer to help secure them for successful candidates when an offer is made.