Anthropic· Sales· Washington, DC
Enterprise Account Executive, Federal Civilian Sales
Classified Tasks (16)
Automate 0%Augment 81%Human-Only 19%
Augment (13)
AI assists, human decides
Own the full sales cycle, including initial outreach, prospecting, negotiations, contracting, and deployment.
operational
Navigate federal civilian procurement requirements, including FAR/DFAR compliance, security standards, and agency-specific regulations.
administrative
Advise agencies on AI capabilities, implementation approaches, and deployment strategies.
technical
Develop strategic account plans that align with agency missions and modernization initiatives.
leadership
Execute account plans and sales strategies to meet deployment and revenue targets.
operational
Coordinate deployments and integrations with cloud service providers (AWS, GCP) and system integrators.
technical
Provide detailed market intelligence, customer feedback, and agency requirements to product teams.
analytical
Create and maintain sales playbooks specific to federal civilian use cases, procurement mechanisms, and contracting vehicles.
administrative
Collaborate with GTM, product, marketing, and security/compliance teams to refine federal civilian go-to-market approaches.
communication
Ensure solutions and engagements adhere to security, compliance, and agency-specific documentation requirements.
administrative
Maintain appropriate documentation of customer engagements, commitments, and contractual obligations.
administrative
Coordinate across internal teams to ensure delivery of commitments and post-deployment support.
operational
Track and report sales pipeline, forecasting, and progress against revenue targets for federal civilian accounts.
analytical
Human-Only (3)
Requires human judgment
Drive new business and revenue growth within federal civilian agencies.
leadership
Build and maintain relationships with key decision-makers and stakeholders across federal civilian agencies.
communication
Lead initiatives to grow Anthropic’s presence in the federal civilian market while maintaining hands-on engagement with key accounts.
leadership
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 Civilian Account Executive at Anthropic, you'll drive the adoption of safe, frontier AI across federal civilian agencies. You'll leverage your deep understanding of federal civilian 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 federal civilian market while maintaining the highest standards of security and compliance. Responsibilities: Drive new business and revenue growth specifically within federal civilian agencies, owning the full sales cycle from initial outreach through deployment Navigate the unique requirements of federal civilian procurement, including FAR/DFAR compliance, security standards, and agency-specific regulations Build and maintain relationships with key decision-makers across federal civilian agencies, becoming a trusted advisor on AI capabilities and implementation Develop and execute strategic account plans that align with agency missions and modernization initiatives Coordinate closely with cloud service providers (AWS, GCP) and system integrators to ensure successful deployment and integration Provide detailed market intelligence and customer feedback to product teams to ensure our offerings meet federal civilian requirements Create and maintain sales playbooks specific to federal civilian use cases and procurement processes Take a leadership role in growing our federal civilian 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 You may be a good fit if you have: 7+ years of enterprise sales experience in the federal civilian space, with a proven track record of driving adoption of emerging technologies A deep understanding of federal civilian agency missions, challenges, and technology needs Demonstrated the ability to balance strategic leadership with hands-on sales execution Experience navigating complex federal procurement processes and compliance requirements A strong track record of exceeding revenue targets in the federal civilian space Extensive experience with federal civilian contracting vehicles and procurement mechanisms Excellent relationship-building skills across all levels, from technical teams to senior agency leadership A proven ability to coordinate across multiple stakeholders, including cloud providers and system integrators Strategic thinking combined with attention to detail in execution A passion for safe and ethical AI development, with the ability to articulate its importance in government 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: <div class="pay-r