Enterprise Account Executive, DoW/IC

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 syst...

As a Federal DoW/IC Account Executive at Anthropic, you'll drive the adoption of safe, frontier AI across DoW/IC agencies. You'll leverage your deep understanding of DoW/IC operations and consultative sales expertise to propel revenue growth while becoming a trusted partner to customers, helping them embed and deplo...

As a Federal DoW/IC Account Executive at Anthropic, you'll drive the adoption of safe, frontier AI across DoW/IC agencies. You'll leverage your deep understanding of DoW/IC 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 DoW/IC market while maintaining the highest standards of security and compliance.
Drive new business and revenue growth specifically within DoW/IC agencies, owning the full sales cycle from initial outreach through deployment
Navigate the unique requirements of DoW/IC procurement, including DFAR compliance, ITAR/EAR regulations, security clearance requirements, and agency-specific security protocols
Build and maintain relationships with key decision-makers across DoW/IC agencies, becoming a trusted advisor on AI capabilities and implementation in classified and unclassified environments
Develop and execute strategic account plans that align with mission requirements, operational needs, and modernization initiatives
Coordinate closely with cleared cloud service providers and cleared system integrators to ensure successful deployment and integration
Provide detailed market intelligence and customer feedback to product teams to ensure our offerings meet DoW/IC requirements, including classification levels and air-gapped environments
Create and maintain sales playbooks specific to DoW/IC use cases, procurement processes, and security requirements
Take a leadership role in growing our DoW/IC 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 with proper security protocols

7+ years of enterprise sales experience in the DoW/IC space, with a proven track record of driving adoption of emerging technologies
Deep understanding of DoW/IC agency missions, operational challenges, and technology needs across classification levels
Active security clearance (TS/SCI preferred) with ability to discuss capabilities in classified environments
Demonstrated ability to balance strategic leadership with hands-on sales execution in high-security environments
Experience navigating complex DoW/IC procurement processes, including knowledge of SEWP, CIO-SP3, GSA, and other relevant contracting vehicles
Strong track record of exceeding revenue targets in the DoW/IC space
Extensive experience with DoW/IC contracting vehicles, procurement mechanisms, and security compliance requirements
Excellent relationship-building skills across all levels, from technical teams to senior agency leadership, including military and civilian leadership
Proven ability to coordinate across multiple stakeholders, including cleared cloud providers, cleared system integrators, and security personnel
Strategic thinking combined with attention to detail in execution, particularly regarding security protocols
A passion for safe and ethical AI development, with the ability to articulate its importance in national security contexts