Strategic Account Executive, Healthcare

As a Strategic Account Executive (Healthcare) at Anthropic, you'll join the foundational team at the forefront of introducing our frontier AI platform to healthcare organizations. You'll drive adoption of safe, frontier AI by securing strategic deals with health systems, hospitals, and payor organizations. You'll leverage your consultative sales expertise in healthcare to grow revenue while becoming a trusted partner to healthcare stakeholders — helping them embed and deploy AI while uncovering its full range of capabilities. In collaboration with Product and Marketing, you'll continuously refine our value proposition, sales methodology, and market positioning to resonate with healthcare decision-makers.

The ideal candidate has a passion for developing new market segments within healthcare delivery and insurance, pinpointing high-potential opportunities, and executing strategies to capture them. By driving deployment of Anthropic's emerging products, you'll help healthcare enterprises obtain new capabilities while advancing the ethical development of AI.

Key responsibilities

• Own a book of strategic, high-value accounts across health systems, hospitals, and payor organizations — driving the full sales cycle from outbound to close and navigating complex organizations to reach key clinical, administrative, and payor decision-makers
• Design and execute sales strategies tailored to healthcare procurement cycles, value-based care initiatives, and budgeting processes, translating market landscape and trend analysis into targeted account plans and campaigns that meet and exceed revenue targets
• Identify and prioritize high-potential opportunities across clinical departments, care management teams, claims processing units, and administrative offices, partnering cross-functionally to differentiate Anthropic's offering for both healthcare delivery and payor use cases
• Run a disciplined pipeline and forecasting cadence, managing an evolving sales process to deliver predictable, coachable performance against quota
• Partner closely with Product and Applied AI to translate feedback from clinicians, care coordinators, and administrative leaders into product and roadmap input, strengthening Anthropic's value proposition for healthcare organizations
• Codify learnings into playbooks, templates, and best practices, partnering with Marketing and Enablement to scale winning use cases and proof points across health systems and payors

Minimum qualifications

• 5+ years of enterprise sales experience in healthcare, with demonstrated success covering health systems, hospitals, and/or payor organizations
• A track record of managing complex, multi-stakeholder sales cycles within healthcare organizations and securing strategic deals by understanding both technical requirements and clinical/administrative use cases
• Extensive experience negotiating complex agreements within healthcare procurement frameworks, including value-based care contracts and payor policies
• Proven experience exceeding revenue targets in healthcare by effectively managing an evolving pipeline and sales process
• Excellent communication skills, with the ability to present confidently across healthcare audiences — from physicians and nurses to C-suite executives and payor leadership
• A genuine interest in deploying AI responsibly and motivation to advance Anthropic's mission of building safe, beneficial AI

Preferred qualifications

• Deep understanding of healthcare buying cycles, decision-making processes, and key pain points across both provider and payor organizations
• A strategic, analytical approach to assessing the healthcare market, paired with creative, tactical execution to capture opportunities
• Experience developing and refining healthcare AI use cases in collaboration with customers and channel partners, with particular focus on care delivery, population health, and administrative efficiency
• Passion for and/or experience with advanced AI systems and their clinical applications, with strong conviction around safe, ethical development for AI in clinical use