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Nonprofit Sales Lead

San Francisco, CA | New York City, NY

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 the Nonprofit Sales Lead at Anthropic, you'll build and lead the foundational team at the forefront of introducing our cutting-edge AI productivity solutions to mission-driven organizations. You'll drive the adoption of safe, frontier AI by securing strategic partnerships with nonprofits, foundations, and social impact organizations. You'll leverage your consultative sales expertise and passion for social good to propel revenue growth while becoming a trusted partner to nonprofit leaders, helping them embed and deploy AI to amplify their impact across program delivery, fundraising, research, and operations. In collaboration with GTM, Product, and Marketing teams, you'll continuously refine our value proposition, sales methodology, and market positioning to resonate with nonprofit decision-makers.

Responsibilities:

  • Win new business and drive revenue for Anthropic within leading nonprofit organizations, foundations, and social impact enterprises. Navigate complex nonprofit ecosystems to reach key decision-makers, educate them about our services, and help them succeed with Anthropic.
  • Design and execute innovative sales strategies tailored to nonprofit budget cycles, grant timelines, and procurement processes to meet and exceed revenue quotas. Analyze the nonprofit landscape, trends, and funding dynamics to translate high-level plans into targeted sales activities and campaigns
  • Build a team that supports nonprofits from outbound through customer success retention
  • Spearhead market expansion by identifying new use cases within program departments, development offices, research centers, and administrative functions. Collaborate cross-functionally to differentiate our offerings for mission-driven applications
  • Navigate complex stakeholder ecosystems including executive directors, board members, program officers, IT departments, and procurement committees to build consensus
  • Inform product roadmaps and features by gathering feedback from nonprofit users and conveying sector-specific needs. Provide insights that strengthen our value proposition for social impact organizations
  • Continuously refine the nonprofit sales methodology by incorporating learnings into playbooks, templates, and best practices. Identify process improvements that optimize sales productivity and consistency
  • Build strategic relationships with nonprofit technology platforms, consultants, and sector influencers to expand market reach and create partnership opportunities

You may be a good fit if you have:

  • 10+ years of B2B sales experience in the nonprofit technology sector, preferably in SaaS or emerging technologies
  • A track record of managing complex sales cycles within nonprofit organizations and securing strategic deals by understanding both mission requirements and technical needs
  • Demonstrated ability to navigate nonprofit decision-making processes, building consensus among diverse stakeholders including executive teams, board members, and program staff
  • Extensive experience negotiating agreements within large nonprofit procurement frameworks, including understanding of grant restrictions and budget constraints
  • Proven experience exceeding revenue targets in the nonprofit sector by effectively managing an evolving pipeline and consultative sales process
  • Excellent communication skills and the ability to present confidently to various nonprofit audiences, from program managers to C-suite executives and board members
  • Deep understanding of nonprofit operations, including fundraising cycles, grant management, program delivery, and impact measurement
  • A strategic, analytical approach to assessing the nonprofit technology market combined with creative, tactical execution to capture opportunities
  • Experience with or strong understanding of nonprofit technology ecosystems, including CRMs, fundraising platforms, and program management tools
  • A genuine passion for social impact and experience with or commitment to advancing nonprofit missions through technology. You feel strongly about ensuring frontier AI systems are developed safely and ethically for social good

Strong candidates may also have:

  • Active involvement in the nonprofit community through board service or volunteering
  • Familiarity with nonprofit data privacy requirements, ethical AI considerations, and responsible technology deployment
  • Track record of building strategic partnerships with foundations, corporate giving programs, or philanthropic advisors
  • Experience presenting at nonprofit conferences or contributing to sector publications

Application Deadline: Tuesday, August 26th

The expected salary range for this position is:

Annual Salary:

$350,000 - $410,000 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. Guidance on Candidates' AI Usage: Learn about our policy for using AI in our application process

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