Enterprise Account Executive, DoW/IC

Menlo Ventures; Washington (District of Columbia); On-site; USD 380,000 - 450,000; Full time

Job summary

Anthropic is seeking a Federal DoW/IC Account Executive to drive adoption of frontier AI across DoW/IC agencies. You will own the full sales cycle—from outreach through deployment—while navigating DFAR, ITAR/EAR, and agency security requirements.

Build trusted relationships with decision-makers, coordinate with cleared providers, and align account plans with mission needs. Applicants should have 7+ years in DoW/IC enterprise sales, deep agency knowledge, and a security clearance.

Qualifications

• 7+ years of enterprise sales experience in the DoW/IC space.
• Deep understanding of DoW/IC missions and technology needs.
• Active security clearance (TS/SCI preferred).
• Experience navigating DoW/IC procurement processes and contracting vehicles.
• Proven ability to exceed revenue targets in high-security environments.

Responsibilities

• Drive new business within DoW/IC agencies from outreach to deployment.
• Navigate procurement requirements, including security protocols.
• Build relationships with decision-makers across agencies.
• Develop and execute strategic account plans aligned with mission needs.
• Coordinate with cleared providers for secure deployments.
• Provide market feedback to product teams on security requirements.
• Create DoW/IC sales playbooks and drive execution.
• Lead DoW/IC presence while engaging with key accounts.
• Ensure documentation meets security standards.

Skills

Enterprise sales

DoW/IC expertise

Security clearance

Strategic account planning

Relationship building

Sales cycle management

Education

Bachelor’s degree

Tools

SEWP

CIO-SP3

GSA contracting vehicles

Job description

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 a Federal DoW/IC Account Executive at Anthropic, you’ll drive the adoption of safe, frontier AI across DoW/IC agencies. You’ll leverage your deep understanding of DoW/IC operations and consultative sales expertise to propel revenue growth while becoming a trusted partner to customers, helping them embed and deploy AI while uncovering its full range of capabilities. In collaboration with GTM, product, and marketing teams, you’ll help refine our approach to the DoW/IC market while maintaining the highest standards of security and compliance.

Responsibilities:

• Drive new business and revenue growth specifically within DoW/IC agencies, owning the full sales cycle from initial outreach through deployment
• Navigate the unique requirements of DoW/IC procurement, including DFAR compliance, ITAR/EAR regulations, security clearance requirements, and agency-specific security protocols
• Build and maintain relationships with key decision-makers across DoW/IC agencies, becoming a trusted advisor on AI capabilities and implementation in classified and unclassified environments
• Develop and execute strategic account plans that align with mission requirements, operational needs, and modernization initiatives
• Coordinate closely with cleared cloud service providers and cleared system integrators to ensure successful deployment and integration
• Provide detailed market intelligence and customer feedback to product teams to ensure our offerings meet DoW/IC requirements, including classification levels and air-gapped environments
• Create and maintain sales playbooks specific to DoW/IC use cases, procurement processes, and security requirements
• Take a leadership role in growing our DoW/IC presence while maintaining hands‑on engagement with key accounts
• Collaborate across teams to ensure coordinated delivery of commitments and maintain appropriate documentation of customer engagements with proper security protocols

You may be a good fit if you have:

• 7+ years of enterprise sales experience in the DoW/IC space, with a proven track record of driving adoption of emerging technologies
• Deep understanding of DoW/IC agency missions, operational challenges, and technology needs across classification levels
• Active security clearance (TS/SCI preferred) with ability to discuss capabilities in classified environments
• Demonstrated ability to balance strategic leadership with hands‑on sales execution in high‑security environments
• Experience navigating complex DoW/IC procurement processes, including knowledge of SEWP, CIO‑SP3, GSA, and other relevant contracting vehicles
• Strong track record of exceeding revenue targets in the DoW/IC space
• Extensive experience with DoW/IC contracting vehicles, procurement mechanisms, and security compliance requirements
• Excellent relationship‑building skills across all levels, from technical teams to senior agency leadership, including military and civilian leadership
• Proven ability to coordinate across multiple stakeholders, including cleared cloud providers, cleared system integrators, and security personnel
• Strategic thinking combined with attention to detail in execution, particularly regarding security protocols
• A passion for safe and ethical AI development, with the ability to articulate its importance in national security contexts

Deadline to apply: None. Applications will be reviewed on a rolling basis.

The annual compensation range for this role is listed below.

For sales roles, the range provided is the role’s On Target Earnings ("OTE") range, meaning that the range includes both the sales commissions/sales bonuses target and annual base salary for the role.

Annual Salary: $380,000 — $450,000 USD

Logistics

Minimum education: Bachelor’s degree or an equivalent combination of education, training, and/or experience

Required field of study: A field relevant to the role as demonstrated through coursework, training, or professional experience

Minimum years of experience: Years of experience required will correlate with the internal job level requirements for the position

Location-based hybrid policy: Currently, we expect all staff to be in one of our offices at least 25% of the time. However, some roles may require more time in our offices.

Visa sponsorship: We do sponsor visas! However, we aren’t able to successfully sponsor visas for every role and every candidate. But if we make you an offer, we will make every reasonable effort to get you a visa, and we retain an immigration lawyer to help with this.

We encourage you to apply even if you do not believe you meet every single qualification. Not all strong candidates will meet every single qualification as listed. Research shows that people who identify as being from underrepresented groups are more prone to experiencing imposter syndrome and doubting the strength of their candidacy, so we urge you not to exclude yourself prematurely and to submit an application if you’re interested in this work. We think AI systems like the ones we’re building have enormous social and ethical implications. We think this makes representation even more important, and we strive to include a range of diverse perspectives on our team.

How we’re different

We believe that the highest-impact AI research will be big science. At Anthropic we work as a single cohesive team on just a few large-scale research efforts. And we value impact — advancing our long-term goals of steerable, trustworthy AI — rather than work on smaller and more specific puzzles. We view AI research as an empirical science, which has as much in common with physics and biology as with traditional efforts in computer science. We’re an extremely collaborative group, and we host frequent research discussions to ensure that we are pursuing the highest-impact work at any given time. As such, we greatly value communication skills.

The easiest way to understand our research directions is to read our recent research. This research continues many of the directions our team worked on prior to Anthropic, including: GPT-3, Circuit-Based Interpretability, Multimodal Neurons, Scaling Laws, AI & Compute, Concrete Problems in AI Safety, and Learning from Human Preferences.

Come work with us!

Anthropic is a public benefit corporation headquartered in San Francisco. We offer competitive compensation and benefits, optional equity donation matching, generous vacation and parental leave, flexible working hours, and a lovely office space in which to collaborate with colleagues. Guidance on Candidates' AI Usage: Learn about our policy for using AI in our application process.