Nonprofit Sales Lead

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 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 f