Senior Director, State & Local Government Sales

Socket.dev; Austin (TX); Hybrid; USD 550,000 - 700,000; Full time

Job summary

Anthropic is seeking a Head of State and Local Government Sales to lead and scale our public-sector efforts across the United States. You will build a high-performing team and establish strategic relationships with governors’ offices, state CIOs, and municipalities, setting GTM initiatives and driving responsible AI adoption.

You will own revenue targets, design territory plans, ensure compliance and security, and collaborate with product and marketing to align with government needs.

Qualifications

• 15+ years of enterprise sales with 5+ years managing state and local government sales teams.
• Deep understanding of state and local government missions, budgets, and procurement across multiple states and municipalities.
• Demonstrated ability to hire, develop, and retain top sales talent and create a culture of performance.
• Experience developing go-to-market strategies for emerging technologies in the state and local government space.
• Extensive experience with contracting vehicles, cooperative purchasing, and compliance requirements (StateRAMP, CJIS, data privacy).
• Strong track record of exceeding revenue targets and scalable sales motions across a distributed territory.
• Proven ability to build and manage strategic channel partnerships with cloud providers, system integrators, and resellers.
• Excellent communication across technical teams, state CIOs, agency executives, and elected officials.

Responsibilities

• Build, lead, and scale a state and local government sales team with coaching and development.
• Develop and execute GTM strategies for state and local government, including territory design and revenue forecasting.
• Own state and local revenue targets and provide pipeline visibility.
• Cultivate relationships with governors' offices, state CIOs, agencies, and local leaders.
• Win new business by helping agencies integrate AI into technology stacks and workflows.
• Refine sales processes and compliance requirements for state procurement.
• Partner with cloud providers, SI, and resellers to scale go-to-market motions.
• Inform product roadmap with market feedback and competitive insights.
• Work with legal/compliance/delivery to ensure contract execution and satisfaction.
• Represent Anthropic at industry events and with key stakeholders.

Skills

Enterprise sales

State & Local Gov

Go-to-market strategy

Sales leadership

Contracting & compliance

Education

Bachelor’s degree

Tools

CRM systems

Job description

Anthropic is seeking a Head of State and Local Government Sales to lead and scale our public-sector efforts across the United States. You will build a high-performing team and establish strategic relationships with governors’ offices, state CIOs, and municipalities, setting GTM initiatives and driving responsible AI adoption.

You will own revenue targets, design territory plans, ensure compliance and security, and collaborate with product and marketing to align with government needs.