The opportunity
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. Research institutions sit at the center of that mission.
What you'll do
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.
What they're looking for
- 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.
