Senior DoD/IC AI Enterprise Account Executive

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

Job summary

Anthropic is seeking an experienced Federal DoW/IC Account Executive to drive adoption of safe, frontier AI across DoW/IC agencies. You will lead end-to-end sales, navigate DFAR/ITAR and security protocols, and partner with GTM, product, and marketing teams to align AI capabilities with agency needs.

You will build trusted relationships with decision‑makers, develop strategic account plans, coordinate with cleared providers, and deliver market insights to shape products while upholding the

Qualifications

• 7+ years of enterprise sales experience in the DoW/IC space.
• Deep understanding of DoW/IC agency missions and technology needs across classification levels.
• Active security clearance (TS/SCI preferred) for discussions in classified environments.
• Proven ability to balance strategic leadership with hands‑on sales execution in high‑security settings.
• Experience with DoW/IC contracting vehicles and procurement processes (SEWP, CIO‑SP3, GSA).

Responsibilities

• Drive new business and revenue growth within DoW/IC agencies from outreach to deployment.
• Navigate procurement requirements, DFAR, ITAR/EAR, security clearance rules, and agency-specific protocols.
• Build and maintain relationships with key decision-makers across DoW/IC agencies as a trusted advisor.
• Develop and execute strategic account plans aligned with mission requirements and modernization initiatives.
• Coordinate with cleared cloud providers and system integrators to ensure successful deployment.
• Provide market intelligence and customer feedback to product teams regarding DoW/IC needs and security requirements.
• Create and maintain sales playbooks for DoW/IC use cases and procurement processes.
• Lead DoW/IC presence while maintaining hands-on engagement with key accounts.
• Collaborate across teams to ensure delivery of commitments with proper security documentation.

Skills

Enterprise sales

DoW/IC knowledge

Security clearance TS/SCI

Strategic selling

Relationship building

Education

Bachelor’s degree or equivalent

Job description

Anthropic is seeking an experienced Federal DoW/IC Account Executive to drive adoption of safe, frontier AI across DoW/IC agencies. You will lead end-to-end sales, navigate DFAR/ITAR and security protocols, and partner with GTM, product, and marketing teams to align AI capabilities with agency needs.

You will build trusted relationships with decision‑makers, develop strategic account plans, coordinate with cleared providers, and deliver market insights to shape products while upholding the