Anthropic· Sales· Washington, DC
Enterprise Account Executive, Federal Civilian Sales - Education & Workforce
Classified Tasks (14)
Automate 0%Augment 71%Human-Only 29%
Augment (10)
AI assists, human decides
Navigate federal civilian procurement requirements, including FAR/DFAR compliance, security standards, and agency-specific regulations
operational
Develop and execute strategic account plans that align with agency missions and modernization initiatives
leadership
Coordinate closely with cloud service providers (AWS, GCP) and system integrators to ensure successful deployment and integration of solutions
operational
Provide detailed market intelligence and customer feedback to product teams to ensure offerings meet federal civilian requirements
analytical
Create and maintain sales playbooks tailored to federal civilian use cases and procurement processes
operational
Collaborate with GTM, product, and marketing teams to refine go-to-market approaches for the federal civilian market
communication
Ensure coordinated delivery of commitments across internal teams and external partners
operational
Maintain appropriate documentation of customer engagements
administrative
Help customers embed and deploy AI solutions and uncover the full range of product capabilities
technical
Maintain the highest standards of security and compliance in federal engagements
operational
Human-Only (4)
Requires human judgment
Drive new business and revenue growth within federal civilian agencies by owning the full sales cycle from initial outreach through deployment
leadership
Build and maintain relationships with key decision-makers across federal civilian agencies and serve as a trusted advisor on AI capabilities and implementation
leadership
Lead efforts to grow the federal civilian presence while maintaining hands-on engagement with key accounts
leadership
Leverage understanding of federal civilian operations and consultative sales expertise to position and sell AI solutions
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 - Education & Workforce at Anthropic, you'll drive the adoption of safe, frontier AI across federal civilian agencies such as the Department of Education (ED), Department of Labor (DOL) and the Office of Personnel Management (OPM). 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 preferably with ED, DOL & OPM, alongside 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, me