Enterprise Account Executive, Federal Partners Sales

Anthropic; Washington, Baltimore (District of Columbia, MD); Hybrid; USD 380,000 - 450,000; Full time

Job summary

Anthropic Limited is seeking a Federal Partners Account Executive to drive revenue by selling safe, frontier AI solutions to Systems Integrators and ISVs in the public sector. You will manage the full sales cycle, cultivate strategic partner relationships, and coordinate with cloud providers to align technical and commercial aspects of deals.

Ideal candidates have 7+ years of enterprise sales experience, security clearances preferred, and a proven ability to close complex deals with partner

Qualifications

• 7+ years of enterprise sales experience selling directly to Systems Integrators and ISVs.
• Security clearances preferred
• Strong track record of closing complex technical sales to partner organizations
• Deep understanding of SI and ISV business models, buying processes, and evaluation criteria
• Experience navigating technical requirements and security standards for public sector implementations
• Proven ability to exceed revenue targets in partner-focused sales roles
• Strong technical acumen and ability to engage with partners' engineering teams
• Experience coordinating with cloud providers in complex deal scenarios
• Excellent communication skills for technical and business audiences
• Strategic thinking with hands-on sales execution capabilities
• Understanding of public sector procurement processes and partner operations
• Passion for safe and ethical AI development

Responsibilities

• Win new business and drive revenue by selling to SIs and ISVs in the public sector, owning full sales cycle from prospecting through close
• Identify new revenue by selling to SIs with prime contracts, helping integrate AI into their offerings
• Navigate complex technical sales with partners' engineering and product teams
• Work with partners' technical teams to ensure successful implementation of Anthropic AI capabilities
• Coordinate with cloud providers (AWS, GCP) on deals' technical and commercial aspects
• Build deep relationships with key decision makers within partner organizations
• Provide market intelligence and partner feedback to product teams to influence roadmap
• Create and maintain sales playbooks for SI and ISV sales motions
• Track and forecast sales pipeline for the partner segment

Skills

Enterprise sales

Public sector sales

Partner relationships

Technical collaboration

Cloud coordination

Negotiation

Education

Bachelor’s degree or equivalent

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 Partners Account Executive at Anthropic, you'll drive revenue by selling our safe, frontier AI solutions directly to Systems Integrators (SI) and Independent Software Vendors (ISV) in the public sector space. You'll focus on selling directly to partners to ensure Anthropic's AI capabilities are delivered within their own solutions and service offerings. Working closely with GTM, product, and marketing teams, you'll help these partners understand and implement our technology while driving significant revenue growth.

Responsibilities

• Win new business and drive revenue for Anthropic by directly selling to Systems Integrators and ISVs in the public sector space, owning the full sales cycle from prospecting through close


• Identify net-new revenue by selling to SIs with prime contracts, helping them integrate AI into their technology stack and consulting practices to differentiate their offerings, accelerate delivery, and win more competitive bids


• Navigate complex technical sales conversations with partners' engineering and product teams


• Work with partners' technical teams to ensure successful implementation, adoption and deployment of Anthropic's AI capabilities into their solutions


• Coordinate with cloud providers (AWS, GCP) to align technical and commercial aspects of deals


• Build deep relationships with key decision makers within partner organizations


• Provide market intelligence and partner feedback to product teams to influence our roadmap and feature development


• Create and maintain sales playbooks specific to SI and ISV sales motions


• Track and forecast sales pipeline specific to the partner segment

You may be a good fit if you have

• 7+ years of enterprise sales experience selling directly to Systems Integrators and ISVs


• Security clearances preferred


• Strong track record of closing complex technical sales to partner organizations


• Deep understanding of SI and ISV business models, buying processes, and technology evaluation criteria


• Experience navigating technical requirements and security standards specific to public sector implementations


• Proven ability to exceed revenue targets in partner-focused sales roles


• Strong technical acumen and ability to engage with partners' engineering teams


• Experience coordinating with cloud providers in complex deal scenarios


• Excellent communication skills and ability to present to both technical and business audiences


• Strategic thinking combined with hands-on sales execution capabilities


• Understanding of public sector procurement processes and how partners operate within them


• A passion for safe and ethical AI development, with the ability to articulate its technical value to partner organizations

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

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.