Account Executive, Academic Medical Centers - Beneficial Deployments
San Francisco, CAFull-TimeMid-levelAccounts / Finance
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
- 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.
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
- 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
Primary Use Case Focus
- Clinical Documentation: Ambient listening, note generation, discharge summaries, clinical decision support
- Operational Efficiency: Prior authorization, revenue cycle optimization, scheduling, patient communication
- Care Coordination: Care management workflows, transitions of care, population health
- Administrative Workflows: HR, finance, compliance, quality reporting
- Clinical Documentation: Ambient listening, note generation, discharge summaries, clinical decision support
- Operational Efficiency: Prior authorization, revenue cycle optimization, scheduling, patient communication
- Care Coordination: Care management workflows, transitions of care, population health
- Administrative Workflows: HR, finance, compliance, quality reporting
You may be a good fit if you have
- 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
- 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
Strong candidates may also have
- 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
- 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
Compensation & Logistics
- Competitive base + variable compensation
- Equity participation
- Location: San Francisco preferred; remote (US) considered for exceptional candidates
- Travel: ~25-40% depending on territory
- Competitive base + variable compensation
- Equity participation
- Location: San Francisco preferred; remote (US) considered for exceptional candidates
- Travel: ~25-40% depending on territory
- The annual compensation range for this role is listed below.
- For sales roles, the range provided is the role’s On Target Earnings ("OTE") range, meaning that the range includes both the sales commissions/sales bonuses target and annual base salary for the role.
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.
