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About the Role
As the Head of State and Local Government Sales at Anthropic, you will lead and scale the state and local government sales organization to drive the adoption of safe, frontier AI across various government entities in the United States. You will leverage your expertise in government operations and sales leadership to build a high-performing team, establish strategic relationships, and define and execute the go-to-market strategy for this sector, ensuring security and compliance.
Responsibilities
- Build, lead, and scale a state and local government sales team, including hiring, setting expectations, and providing coaching.
- Develop and execute go-to-market strategies for state and local government, including territory design, market segmentation, and revenue forecasting.
- Own overall state and local government revenue targets and ensure team performance against quotas.
- Establish and cultivate relationships with key government officials, serving as a senior point of contact.
- Win new business by helping government entities integrate AI into their technology stacks and workflows.
- Establish and refine sales processes and methodologies specific to state and local procurement.
- Build and manage strategic relationships with cloud service providers, system integrators, and resellers.
- Synthesize market feedback and customer insights to inform product roadmap and competitive strategy.
- Partner with legal, compliance, and delivery teams to ensure successful contract execution and customer satisfaction.
- Implement metrics, reporting, and performance management systems to drive team accountability.
- Represent Anthropic at industry events and with key stakeholders.
Requirements
- 10+ years of enterprise sales experience with 4+ years managing state and local government sales teams.
- Proven track record of scaling revenue and building high-performing organizations.
- Deep understanding of state and local government missions, budget cycles, modernization initiatives, and technology adoption patterns.
- Demonstrated ability to hire, develop, and retain top sales talent.
- Experience developing and executing go-to-market strategies for emerging technologies in the state and local government space.
- Extensive experience with state and local contracting vehicles, cooperative purchasing agreements, procurement mechanisms, and compliance requirements (e.g., StateRAMP, CJIS).
- Strong track record of consistently exceeding team revenue targets.
- Proven ability to build and manage strategic channel partnerships and ecosystem relationships.
- Excellent communication and relationship-building skills across all levels.
- Experience implementing sales methodologies, CRM systems, and performance management processes.
- A passion for safe and ethical AI development.
Skills
- Sales Leadership
- Go-to-Market Strategy
- Revenue Forecasting
- Relationship Building
- Sales Process Development
- Channel Partnerships
- Product Strategy
- Performance Management
- Communication Skills
Location
- United States
Work Type
- Hybrid
Experience Level
- 10+ years enterprise sales
- 4+ years state and local government sales management
Education Level
- Bachelor's degree or equivalent combination of education, training, and/or experience
Salary/Compensations
- $550,000—$700,000 USD (OTE)
Benefits
- Competitive compensation
- Benefits
- Optional equity donation matching
- Generous vacation and parental leave
- Flexible working hours
- Lovely office space
About the Company
- Anthropic's mission is to create reliable, interpretable, and steerable AI systems that are safe and beneficial for users and society.
- The team is a quickly growing group of committed researchers, engineers, policy experts, and business leaders.
- Anthropic is a public benefit corporation headquartered in San Francisco.
- We believe that the highest-impact AI research will be big science, working as a single cohesive team on large-scale research efforts.
- We value impact and advancing long-term goals of steerable, trustworthy AI.
- We view AI research as an empirical science.
- We are an extremely collaborative group, hosting frequent research discussions.
- Our research directions include GPT-3, Circuit-Based Interpretability, Multimodal Neurons, Scaling Laws, AI & Compute, Concrete Problems in AI Safety, and Learning from Human Preferences.
Equal Opportunity
- We encourage you to apply even if you do not believe you meet every single qualification.
- We think AI systems like the ones we're building have enormous social and ethical implications, making representation even more important.
- We strive to include a range of diverse perspectives on our team.