Account Executive, Nonprofit

About the role

As a Nonprofit Account Executive at Anthropic, you'll drive adoption of safe, frontier AI by securing strategic partnerships with nonprofit organizations. You'll leverage your consultative sales expertise 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 ensure differentiated value across the nonprofit landscape.

The ideal candidate will be an exceptional salesperson with a passion for developing new market segments, pinpointing high-potential opportunities, and executing strategies to capture them. By driving deployment of Anthropic's emerging products in the nonprofit sector, you will help organizations amplify their social impact while also advancing the ethical development of AI.

Responsibilities:

• Win new business and drive revenue for Anthropic within nonprofit organizations. Find your way to the right people at prospective customers, educate them about LLMs, and help them succeed with Anthropic. You'll own the full sales cycle, from first outbound to launch

• Design and execute innovative sales strategies to meet and exceed revenue quotas. Analyze market landscapes, trends, and dynamics to translate high-level plans into targeted sales activities, partnerships, and campaigns

• Spearhead market expansion by pinpointing new customer segments and use cases within nonprofit program departments, development offices, research centers, and administrative functions. Collaborate cross-functionally to differentiate our offerings and sustain a competitive edge

• Navigate complex stakeholder ecosystems including executive directors, board members, program officers, IT departments, and procurement committees to build consensus and secure strategic deals

• Inform product roadmaps and features by gathering customer feedback and conveying market needs. Provide insights that strengthen our value proposition and enhance the customer experience

• Continuously refine the 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:

• 3+ years of experience prospecting and closing leads, driving adoption of emerging technologies with a consultative, solutions-oriented sales approach

• Familiarity working within complex sales cycles, selling to technical and non-technical stakeholders, and securing strategic deals by understanding multifaceted requirements and crafting tailored solutions

• Success as a strategic business advisor, deeply understanding customer needs and creating innovative solutions that align with their vision and help them succeed

• Exposure to negotiating complex, customized commercial agreements with multiple stakeholders

• Demonstrated history of exceeding quota by effectively qualifying and advancing opportunities in a fast-paced work environment

• Excellent communication skills and the ability to present confidently and build connections across all customer levels, from ICs to C-level executives

• A knack for bringing order to chaos and an enthusiastic "roll up your sleeves" mentality. You are a true team player

• Analytical approach to understanding customer needs combined with creative follow-up to advance opportunities

• Passion for emerging technologies like AI, with interest in ensuring they are developed safely and responsibly

• A strategic, analytical approach to assessing markets combined with creative, tactical execution to capture opportunities

• Interest in or passion for social impact and mission-driven work. You feel strongly about ensuring frontier AI systems are developed safely and ethically

Strong candidates may also have:

• Experience selling to or working with nonprofit organizations, foundations, or government agencies

• Understanding of nonprofit operations, including budget cycles, grant funding, and procurement processes

• Familiarity with nonprofit technology ecosystems, including CRMs (Salesforce NPSP, Blackbaud), fundraising platforms, and program management tools

• Active involvement in the nonprofit community through board service, volunteering, or prior employment

• Experience navigating procurement frameworks with budget constraints and multiple approval layers

• Track record of building strategic partnerships with foundations or corporate giving programs

• Understanding of specific nonprofit verticals (healthcare, education, human services, environment, arts & culture)