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. 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.

Key responsibilities

• 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.

Minimum qualifications

• 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.

Preferred qualifications

• 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.