Enterprise Account Executive, State & Local Sales

About the role

This position focuses on expanding the use of advanced, secure AI technologies within state and local government entities across the Southern and Central United States. You will be instrumental in driving adoption by understanding the unique operational needs of these agencies and guiding them through the implementation of AI solutions. Your work will contribute to revenue growth and establish you as a key advisor for government clients.

Key facts

What you'll do

• Lead new business development and revenue generation within state and local government sectors, managing the entire sales process from initial contact to successful deployment.
• Understand and navigate the specific procurement procedures, security mandates, and regulatory frameworks applicable to state and local government agencies.
• Cultivate and maintain strong relationships with key decision-makers in state, county, and municipal organizations, acting as a trusted resource for AI capabilities.
• Create and implement strategic account plans that support agency objectives and modernization efforts.
• Collaborate with cloud service providers and system integrators to ensure smooth AI solution integration and deployment.
• Gather and relay crucial market insights and customer feedback to product development teams to ensure offerings meet government needs.
• Develop specialized sales strategies and documentation tailored to state and local government use cases and procurement pathways.
• Play a significant role in expanding the company's presence in the state and local government market while actively managing key accounts.
• Work cross-functionally to ensure commitments are met and customer interactions are properly documented.

Requirements

• A minimum of 5 years of experience in enterprise sales, specifically within the state and local government sector, with a proven history of introducing emerging technologies.
• A thorough understanding of the missions, challenges, and technology requirements of state and local government agencies.
• The ability to effectively balance strategic planning with hands-on sales execution.
• Experience managing complex state and local government procurement processes and compliance requirements.
• A demonstrated history of exceeding sales targets within the state and local government market.
• Extensive familiarity with government contracting vehicles and procurement methods at the state and local level.
• Strong interpersonal skills, capable of building rapport with individuals at all organizational levels.
• Proven ability to coordinate efforts among various stakeholders, including cloud partners and system integrators.
• Strategic thinking combined with meticulous attention to detail in execution.
• Familiarity with state-specific data privacy regulations and security compliance standards.
• A Bachelor's degree or an equivalent combination of education, training, and experience.

Nice to have

• Experience with state-specific data privacy laws and security compliance frameworks.
• A strong interest in the ethical development of AI and the ability to communicate its importance in government contexts.

Skills & tools

• Enterprise Sales
• State & Local Government Procurement
• Cloud Service Providers (AWS, GCP)
• System Integrators

Practical notes

• Visa sponsorship is available, with efforts made to support successful candidates.
• Applications are reviewed on a continuous basis with no set deadline.
• The annual compensation range for this role is $290,000 to $360,000 USD, representing On Target Earnings (OTE) which includes base salary and commission targets.
• Employees are expected to be in the office at least 25% of the time, with potential for higher requirements depending on the role.
• Anthropic recruiters will only use @anthropic.com email addresses. Be cautious of other domains and never provide money or banking information. For verification, visit anthropic.com/careers.
• Anthropic is a Public Benefit Corporation. Benefits include competitive compensation, optional equity donation matching, generous vacation and parental leave, flexible working hours, and a collaborative office environment.
• Candidates are encouraged to apply even if they do not meet every qualification. Representation and diverse perspectives are valued.
• Review Anthropic's policy on AI usage during the application process.