Research & Education Sales Lead, Beneficial Deployments

Responsibilities

• Co-design research and education strategy, including target research institutes, research-intensive universities, and support for K–12 educators.
• Lead complex institutional deals, including pursuit strategy, executive engagement, procurement, security review, and grant-funded budgets.
• Direct and coach account executives covering education accounts through account planning, deal reviews, and repeatable university sales motions.
• Build the institutional adoption playbook, from lab pilots through department- or campus-wide deployment.
• Own the enterprise book’s targets, institutions reached, activated, and expanded.
• Represent research and education customer needs to product, applied AI, marketing, and customer success teams.
• Coordinate with the product-led, one-to-many motion so institutions transition effectively between scaled programs and direct coverage.

Requirements

• Experience selling software as a service to universities, research institutes, or academic medical centers.
• Record of personally closing complex institutional agreements involving procurement, security review, and multiple decision-makers.
• Scientific training or experience working with or selling to scientists; ability to engage credibly with principal investigators.
• Experience leading a sales business end to end and owning its results as a team lead, player-coach, or strategic-book owner.
• Bachelor’s degree or equivalent combination of education, training, and experience.

Nice-to-haves

• Experience with research funding, grants, indirect costs, and fixed institutional budgets.
• Experience landing institution-wide agreements at research-intensive universities and expanding from one department to a campus or system.
• Familiarity with AI use in research settings and K–12 classrooms.
• Experience with academic consortia, national labs, or research networks.
• Impact-, education-, research-, or mission-driven go-to-market experience.
• Daily experience using Claude and building agentic workflows.

Compensation

• Annual on-target earnings range: $380,000–$450,000 USD, including base salary and target commissions or sales bonuses.
• Hybrid policy: staff are expected to work from an office at least 25% of the time.