Enterprise Account Executive, Federal Civilian Sales

About the role

In this pivotal position, you will be responsible for driving the adoption of Anthropic's artificial intelligence solutions within federal civilian agencies. Your role encompasses the entire sales cycle, from identifying potential clients to ensuring successful deployment of our products. As a trusted advisor, you will collaborate closely with various internal teams, including go-to-market, product development, and marketing, to refine and execute Anthropic's strategy for federal civilian sales while adhering to all necessary security and compliance regulations.

Key facts

What you'll do

• Identify and cultivate new business opportunities to enhance revenue streams within federal civilian agencies, managing the sales process from initiation to closure.
• Navigate customers through the complexities of federal procurement, ensuring compliance with FAR/DFAR regulations, security protocols, and specific agency guidelines.
• Build and maintain strong relationships with key decision-makers at various levels within targeted agencies to foster trust and collaboration.
• Develop strategic account plans that align with the missions and modernization objectives of federal agencies, ensuring our solutions meet their needs.
• Collaborate with cloud service providers such as AWS and GCP, as well as system integrators, to facilitate successful implementation of our AI solutions.
• Collect and communicate market insights and customer feedback to product teams to ensure that our offerings are tailored to meet the unique requirements of federal clients.
• Create and maintain comprehensive sales playbooks that address federal civilian use cases and the specific buying processes of government agencies.
• Actively contribute to the growth of the federal civilian practice while remaining engaged with key accounts to ensure their ongoing success.
• Work cross-functionally with internal teams to fulfill commitments made to customers and accurately document all interactions and transactions.

Requirements

• A minimum of 7 years of experience in enterprise sales within the federal civilian sector, with a proven track record of introducing innovative technologies.
• In-depth understanding of the missions, challenges, and technology priorities of federal civilian agencies.
• Ability to blend strategic planning with hands-on execution of deals, ensuring successful outcomes.
• Proven experience managing complex federal procurement cycles and understanding compliance obligations.
• A consistent history of exceeding revenue targets in federal civilian sales environments.
• Familiarity with various federal contracting vehicles and procurement processes.
• Strong relationship-building capabilities, from technical staff to senior leaders within agencies.
• Proficiency in coordinating efforts among multiple stakeholders, including cloud vendors and system integrators.
• A strategic mindset complemented by meticulous attention to detail in execution.
• A genuine interest in the ethical development of AI and the ability to articulate its benefits in government contexts.
• A bachelor's degree or an equivalent combination of education, training, and relevant experience.
• A background in fields pertinent to the role will be advantageous.

Nice to have

• Previous experience in a technology-focused sales role within the federal government.
• Familiarity with AI technologies and their applications in public sector environments.
• Established connections within federal civilian agencies that could facilitate quicker engagement.

Skills & tools

• Expertise in federal civilian procurement and compliance frameworks (FAR/DFAR).
• Proficient in cloud platforms, particularly AWS and GCP.
• Experience in managing partnerships with system integrators.
• Strong skills in enterprise sales cycle management and account planning.
• Ability to develop and maintain a robust sales pipeline.

Practical notes

• The total annual on-target earnings (OTE), which includes base salary and commissions/bonuses, ranges from $380,000 to $450,000 USD.
• Visa sponsorship is available, and the company will make reasonable efforts to assist successful candidates in securing a visa, utilizing immigration counsel for support.
• There is no application deadline; applications will be reviewed on an ongoing basis.
• Benefits include competitive pay, optional equity donation matching, generous vacation and parental leave policies, and flexible working hours.
• We encourage candidates from underrepresented groups to apply, even if they do not meet every qualification listed.

About the company

Anthropic is an AI safety company that builds reliable, interpretable, and steerable AI systems. Founded in 2021 by Dario and Daniela Amodei, former VP of Research at OpenAI, Anthropic created the Claude family of AI assistants. The company has raised over $13 billion from investors including Google, Salesforce, and Amazon.