Scaled Sales Lead, Beneficial Deployments

Anthropic’s Beneficial Deployments accelerates the work of organizations doing some of the world's most important under-resourced work: nonprofits, education institutions, scientific researchers, and organizations advancing economic mobility. Millions of organizations qualify, but only a small fraction will ever talk to a salesperson. All of them face the same problem: mission-critical work, structurally under-resourced, and very little slack to figure out new technology on their own. That gap is what this role exists to close.

You will serve these audiences whether or not a given organization ever generates revenue. Reach comes first, and commercial results follow from it. That ordering is deliberate, and it is the defining feature of the job: a nonprofit, school, or lab that adopts Claude to drive more of its mission is a win on its own terms, and you'll be measured on creating that value at scale. Where an organization does show real depth of adoption, the systems you build route it to the right direct sales team.

You are the go-to-market lead for the scaled Beneficial Deployments ecosystem, specifically the full PLG sales experience  around it: the offers themselves, the skills and plugins these organizations rely on, the ecosystem partners who extend our reach, and the funnel that carries an organization from first signup to real adoption. You think about these audiences as one ecosystem rather than a list of accounts, and you are the single accountable owner for the longtail's experience, funnel, and results globally.

You'll serve it one-to-many: programs, partnerships, and community and lifecycle motions that reach organizations at a scale direct selling can't.

You are also half commercial thinker, half builder. Much of this motion will run as automation you design yourself — deployed, verifiable agentic workflows for activation, education, and expansion: specifying them with domain experts and our applied AI teams, building the evals, and running the feedback loop that improves them over time. The closest existing discipline is GTM engineering, specifically its activation half: you build the plays that reach and move organizations, on top of a data foundation the product team owns. What's unusual is the seat — you own the whole ecosystem's strategy, not a queue of requests.

You'll work in lockstep with the product manager for this space, who owns the purchase path, the program mechanics, and the systems and instrumentation underneath. You own the longtail across every scaled audience: its strategy, its community, its programs, and its results.

This role does not have direct reports today. It may grow into a people-management role over time.

• Own the PLG strategy end to end for organizations outside direct sales coverage — across nonprofits, education, sciences, and economic mobility — as one ecosystem, one community, and one market.

• Own the longtail experience and funnel: from first signup through activation to expansion, for every audience our giveaway and discount motion reaches.

• Lead ecosystem programs across partnerships, cohorts, enablement, content, and the skills and plugins ecosystem — programs that create reach and value independent of revenue.

• Run the growth motion — activation playbooks that get a new organization to a working deployment, signal digests and expansion nudges, cohort programs, community-led growth. You set the qualification criteria that route the strongest organizations to the direct sales teams.

• Spec, prototype, and deploy the agentic workflows this motion runs on, alongside product and engineering. Define the rubrics and evals, and run the learning loop that makes them better.

• Own the ecosystem's numbers — reach, activation, and expansion against goals — and use them to decide where the effort goes next.

• Be these sectors' field voice inside Anthropic: bring deployment learnings and unmet needs to the product teams that own the roadmap for this space.

• Eval construction. You have built evaluations for AI systems — defined the rubrics, measured against them, and used the results to improve a deployed workflow. This is hands-on experience, not oversight of someone else doing it.

• Sales leadership. You have led a sales or go-to-market business end to end and been the accountable owner for its results.

• Product management. You have owned a product or product surface — set the direction, made the tradeoffs, and shipped it with engineering.

• Product-led or scaled one-to-many go-to-market experience.

• Track record building and running GTM automation, with fluency in agentic workflow design.

• Experience growing a community or ecosystem — nonprofit, education, developer, partner, or customer.

• Hands-on build comfort: tools like Clay, n8n, SQL, and a willingness to prototype yourself rather than wait for a queue.

• An impact, education, research, or mission-driven go-to-market background, and genuine interest in these sectors' constraints.

• Founder or zero-to-one go-to-market experience.

• Community, developer-relations, or partner-program leadership at scale.

• A daily working habit with Claude, and agentic workflows you've built for yourself.

• You want your work measured in organizations doing more of their mission, not only in pipeline.

• You'd rather ship a rough workflow this week and improve it from real usage than write the strategy deck first.

• You're comfortable being the only person accountable for an ecosystem while depending on teams you don't manage.

• You find the constraint interesting rather than depressing: many of these organizations have no budget, no IT department, and no time.

• You've been the person who built the thing yourself, because waiting for a queue would have killed it.