Federal Partners Account Executive — SI/ISV (Hybrid)

Anthropic Limited; 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

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