What are the responsibilities and job description for the Enterprise Account Executive, Higher Education (Claude For Work / SaaS Sales) position at Anthropic?
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.
