Research & Education Sales Lead, Beneficial Deployments

The shape of it

In the posting’s own words

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.

What it asks for · 3

• 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

• 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.

What the job covers

• 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.

Tools and skills named

Words the posting leans on

• research25×
• institutions9×
• procurement5×
• research institutes5×
• science5×
• universities5×
• account4×
• book4×
• budget4×
• motion4×
• university4×
• build3×
• claude3×
• complex institutional3×
• department3×
• end3×

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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