Enterprise Account Executive, Higher Education (Claude For Work / SaaS Sales)

About Anthropic

Anthropic’s mission is to create reliable, interpretable, and steerable AI systems. We want AI to be safe and beneficial for our users and for society as a whole. Our team is a quickly growing group of committed researchers, engineers, policy experts, and business leaders working together to build beneficial AI systems.

About the role

As a Claude for Work Account Executive (Higher Education) at Anthropic, you'll join the foundational team at the forefront of introducing our cutting-edge AI productivity SaaS solution to educational institutions. You'll drive the adoption of safe, frontier AI by securing strategic deals with colleges, universities, and academic research institutions. You'll leverage your consultative sales expertise in the higher education sector to propel revenue growth while becoming a trusted partner to academic stakeholders, helping them embed and deploy AI while uncovering its full range of capabilities in teaching, research, and administration. In collaboration with GTM, Product, and Marketing teams, you'll continuously refine our value proposition, sales methodology, and market positioning to resonate with educational decision-makers.

Responsibilities:

• Win new business and drive revenue for Anthropic within the higher education sector. Navigate complex academic institutions to reach key decision-makers, educate them about our services, and help them succeed with Anthropic. You'll own the full sales cycle, from first outbound to close
• Design and execute innovative sales strategies tailored to higher education procurement cycles and budgeting processes to meet and exceed revenue quotas. Analyze education market landscapes, trends, and dynamics to translate high-level plans into targeted sales activities and campaigns
• Spearhead market expansion by identifying new use cases within academic departments, research centers, and administrative offices. Collaborate cross-functionally to differentiate our offerings for educational applications
• Navigate complex academic stakeholder ecosystems including faculty, administrators, IT departments, and procurement offices to build consensus
• Inform product roadmaps and features by gathering feedback from educational users and conveying academic market needs. Provide insights that strengthen our value proposition for higher education
• Continuously refine the higher education sales methodology by incorporating learnings into playbooks, templates, and best practices. Identify process improvements that optimize sales productivity and consistency

You may be a good fit if you have:

• 5+ years of B2B sales experience in higher education technology, preferably in SaaS or emerging technologies
• A track record of managing complex sales cycles within academic institutions and securing strategic deals by understanding both technical requirements and educational use cases
• Demonstrated ability to navigate academic bureaucracies and procurement processes, building consensus among diverse stakeholders including faculty, administrators, and IT departments
• Extensive experience negotiating complex agreements within higher education procurement frameworks and policies
• Proven experience exceeding revenue targets in the education sector by effectively managing an evolving pipeline and sales process
• Excellent communication skills and the ability to present confidently to various academic audiences, from faculty and researchers to senior administration
• Deep understanding of higher education buying cycles, decision-making processes, and key pain points
• A strategic, analytical approach to assessing the education market combined with creative, tactical execution to capture opportunities
• A passion for and/or experience with advanced AI systems and their applications in education. You feel strongly about ensuring frontier AI systems are developed safely and ethically for academic use

Deadline to apply: None. Applications will be reviewed on a rolling basis. 

The expected salary range for this position is:

Annual Salary:$180,000—$350,000 USD

Logistics

Education requirements: We require at least a Bachelor's degree in a related field or equivalent experience.

Location-based hybrid policy: Currently, we expect all staff to be in one of our offices at least 25% of the time. However, some roles may require more time in our offices.

Visa sponsorship: We do sponsor visas! However, we aren't able to successfully sponsor visas for every role and every candidate. But if we make you an offer, we will make every reasonable effort to get you a visa, and we retain an immigration lawyer to help with this.

We encourage you to apply even if you do not believe you meet every single qualification. Not all strong candidates will meet every single qualification as listed.  Research shows that people who identify as being from underrepresented groups are more prone to experiencing imposter syndrome and doubting the strength of their candidacy, so we urge you not to exclude yourself prematurely and to submit an application if you're interested in this work. We think AI systems like the ones we're building have enormous social and ethical implications. We think this makes representation even more important, and we strive to include a range of diverse perspectives on our team.

How we're different

We believe that the highest-impact AI research will be big science. At Anthropic we work as a single cohesive team on just a few large-scale research efforts. And we value impact — advancing our long-term goals of steerable, trustworthy AI — rather than work on smaller and more specific puzzles. We view AI research as an empirical science, which has as much in common with physics and biology as with traditional efforts in computer science. We're an extremely collaborative group, and we host frequent research discussions to ensure that we are pursuing the highest-impact work at any given time. As such, we greatly value communication skills.

The easiest way to understand our research directions is to read our recent research. This research continues many of the directions our team worked on prior to Anthropic, including: GPT-3, Circuit-Based Interpretability, Multimodal Neurons, Scaling Laws, AI & Compute, Concrete Problems in AI Safety, and Learning from Human Preferences.

Come work with us!

Anthropic is a public benefit corporation headquartered in San Francisco. We offer competitive compensation and benefits, optional equity donation matching, generous vacation and parental leave, flexible working hours, and a lovely office space in which to collaborate with colleagues.