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 Partners Account Executive at Anthropic, you'll drive revenue by selling our safe, frontier AI solutions directly to Systems Integrators (SI) and Independent Software Vendors (ISV) in the public sector space. You'll focus on selling directly to partners to ensure Anthropic's AI capabilities are delivered within their own solutions and service offerings. Working closely with GTM, product, and marketing teams, you'll help these partners understand and implement our technology while driving significant revenue growth.
About Anthropic
- Anthropic is an AI safety and research company that’s working to build reliable, interpretable, and steerable AI systems. We want AI to be safe and beneficial for our customers and for society as a whole. Our interdisciplinary team has experience across ML, physics, policy, business and product.
Responsibilities
- Win new business and drive revenue for Anthropic by directly selling to Systems Integrators and ISVs in the public sector space, owning the full sales cycle from prospecting through close
- Identify net-new revenue by selling to SIs with prime contracts, helping them integrate AI into their technology stack and consulting practices to differentiate their offerings, accelerate delivery, and win more competitive bids
- Navigate complex technical sales conversations with partners' engineering and product teams
- Work with partners' technical teams to ensure successful implementation, adoption and deployment of Anthropic's AI capabilities into their solutions
- Coordinate with cloud providers (AWS, GCP) to align technical and commercial aspects of deals
- Build deep relationships with key decision makers within partner organizations
- Provide market intelligence and partner feedback to product teams to influence our roadmap and feature development
- Create and maintain sales playbooks specific to SI and ISV sales motions
- Track and forecast sales pipeline specific to the partner segment
You may be a good fit if you have
- 7+ years of enterprise sales experience selling directly to Systems Integrators and ISVs
- Security clearances preferred
- Strong track record of closing complex technical sales to partner organizations
- Deep understanding of SI and ISV business models, buying processes, and technology evaluation criteria
- Experience navigating technical requirements and security standards specific to public sector implementations
- Proven ability to exceed revenue targets in partner-focused sales roles
- Strong technical acumen and ability to engage with partners' engineering teams
- Experience coordinating with cloud providers in complex deal scenarios
- Excellent communication skills and ability to present to both technical and business audiences
- Strategic thinking combined with hands-on sales execution capabilities
- Understanding of public sector procurement processes and how partners operate within them
- A passion for safe and ethical AI development, with the ability to articulate its technical value to partner organizations
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.
How we're different
- We believe that the highest-impact AI research will be big science. At Anthropic we work as a single cohesive team on just a few large-scale research efforts. And we value impact — advancing our long-term goals of steerable, trustworthy AI — rather than work on smaller and more specific puzzles. We view AI research as an empirical science, which has as much in common with physics and biology as with traditional efforts in computer science. We're an extremely collaborative group, and we host frequent research discussions to ensure that we are pursuing the highest-impact work at any given time. As such, we greatly value communication skills.
- The easiest way to understand our research directions is to read our recent research. This research continues many of the directions our team worked on prior to Anthropic, including: GPT-3, Circuit-Based Interpretability, Multimodal Neurons, Scaling Laws, AI & Compute, Concrete Problems in AI Safety, and Learning from Human Preferences.
