Account Executive, Academic Medical Centers - Beneficial Deployments

Anthropic•San Francisco, CA

32d•$290,000 - $435,000•Hybrid

About The Position

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. We're looking for an Account Executive to drive Claude adoption across academic medical centers and major teaching hospitals. This is a hunting-heavy role focused on building new relationships with clinical and operational leaders who are exploring how AI can improve patient care, clinical workflows, and administrative efficiency. You'll partner closely with our Life Sciences team, which builds deep scientific partnerships with research institutions and identifies high-impact deployment opportunities. Your focus is on the clinical and operational side of these institutions—translating interest into commercial agreements, driving new pipeline independently, and expanding Claude's footprint across partner organizations. You'll also collaborate with Account Executives covering affiliated universities to ensure a unified Anthropic presence and identify cross-sell opportunities where academic medical centers and universities share governance or procurement. Academic medical centers typically don't have large internal development teams, so you'll be selling to buyers who are thinking about integration into clinical systems, EHRs, and operational platforms—not building from scratch. Note: This role will evolve as we scale. You'll help define the coverage model for academic medical centers as the team grows, and the scope may sharpen over time as we build out dedicated verticals. We're looking for someone energized by that ambiguity, not intimidated by it.

Requirements

5+ years of enterprise sales experience selling into academic medical centers or large health systems
Direct experience selling enterprise software to medical centers OR major medical equipment/devices
Demonstrated ability to navigate complex, multi-stakeholder sales cycles with CMIOs, CIOs, and clinical leadership
Comfort with technical conversations about APIs, integrations, and healthcare data standards (HL7, FHIR)
Track record of building pipeline from scratch and closing net-new business
Understanding of healthcare compliance requirements (HIPAA, BAAs, security reviews)
Genuine curiosity about AI and its potential to improve healthcare delivery

Nice To Haves

Experience selling to both the clinical and IT sides of health systems
Existing relationships with academic medical center leadership
Background in clinical operations, health IT, or healthcare consulting
Experience with EHR integrations and clinical workflow design
Familiarity with AI/ML applications in healthcare

Responsibilities

Own the full sales cycle for academic medical centers—from prospecting and qualification through negotiation and close
Build and manage a pipeline of net-new opportunities, targeting clinical leadership, CMIOs, CIOs, and operational executives
Partner with our Life Sciences team to commercialize relationships and identify expansion opportunities across partner institutions
Coordinate with Account Executives covering affiliated universities to navigate shared governance and procurement
Navigate complex procurement processes, including BAAs, compliance reviews, and multi-stakeholder buying committees
Develop deep expertise in how Claude can support clinical workflows, administrative operations, and care delivery
Partner with Solutions Architecture to scope technical implementations and integrations
Represent Anthropic's mission and values in every customer interaction