Research & Education Sales Lead, Beneficial Deployments

The shape of it

In the posting’s own words

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.

What it asks for · 3

• 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.

Also a plus

• 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.

What the job covers

• 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 book's 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.

Tools and skills named

Words the posting leans on

• research19×
• education11×
• institutions9×
• account4×
• budget4×
• deals4×
• lab4×
• motion4×
• sales4×
• science4×
• academic3×
• book3×
• bring3×
• build3×
• claude3×
• complex institutional3×

Counted from the posting after the mission statement and the legal notices are set aside. The ones near the top are the ones a screener is looking for.

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