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 State and Local Government Account Executive at Anthropic, you'll drive the adoption of safe, frontier AI across state and local government agencies. You'll leverage your deep understanding of state and local government 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 state and local government market while maintaining the highest standards of security and compliance.
Responsibilities
- Drive new business and revenue growth specifically within state and local government agencies, owning the full sales cycle from initial outreach through deployment
- Navigate the unique requirements of state and local government procurement, including state-specific regulations, security standards, and agency-specific requirements
- Build and maintain relationships with key decision-makers across state, county, and municipal 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 state and local government requirements
- Create and maintain sales playbooks specific to state and local government use cases and procurement processes
- Take a leadership role in growing our state and local government 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 state and local government space, with a proven track record of driving adoption of emerging technologies
- Deep understanding of state and local government agency missions, challenges, and technology needs
- Demonstrated ability to balance strategic leadership with hands-on sales execution
- Experience navigating complex state and local procurement processes and compliance requirements
- Strong track record of exceeding revenue targets in the state and local government space
- Extensive experience with state and local government contracting vehicles and procurement mechanisms
- Excellent relationship-building skills across all levels, from technical teams to senior agency leadership
- Proven ability to coordinate across multiple stakeholders, including cloud providers and system integrators
- Strategic thinking combined with attention to detail in execution
- Familiarity with state-specific data privacy laws and security compliance frameworks
- 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.
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.
