Enterprise Account Executive, State & Local Sales

About the role

As a State and Local Government Account Executive at Anthropic, you'll drive the adoption of safe, frontier AI across South and Central US 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.

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
• Collaborate closely with cloud service providers (AWS, GCP) and system integrators to ensure successful deployment and integration
• 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

Requirements

You must have 5+ years of enterprise sales experience in the state and local government space, with a proven track record of driving adoption of emerging technologies. You should have a deep understanding of state and local government agency missions, challenges, and technology needs. You must demonstrate experience navigating complex state and local procurement processes and compliance requirements. You should have a 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 is also required. Excellent relationship-building skills across all levels, from technical teams to senior agency leadership, are necessary. Proven ability to coordinate across multiple stakeholders, including cloud providers and system integrators, is essential. Strategic thinking combined with attention to detail in execution is valued. Familiarity with state-specific data privacy laws and security compliance frameworks is required. A passion for safe and ethical AI development, with the ability to articulate its importance in government contexts, is crucial.

Qualifications

Minimum education: Bachelor’s degree or an equivalent combination of education, training, and/or experience
Required field of study: A field relevant to the role as demonstrated through coursework, training, or professional experience

Skills

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
Passion for safe and ethical AI development, with the ability to articulate its importance in government contexts

Benefits

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. Annual Salary $290,000—$360,000 USD

Pay

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. Annual Salary $290,000—$360,000 USD

Schedule

Location-based hybrid policy: Currently, we expect all staff to be in one of our offices at least 25% of the time. However, some roles may require more time in our offices.

Application Instructions

Applications will be reviewed on a rolling basis. The deadline to apply is not specified. Applicants are encouraged to submit applications even if they do not believe they meet every single qualification as listed. Anthropic recruiters only contact you from @anthropic.com email addresses. In some cases, we may partner with vetted recruiting agencies who will identify themselves as working on behalf of Anthropic. Be cautious of emails from other domains. Legitimate Anthropic recruiters will never ask for money, fees, or banking information before your first day.

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. Come work with us!

Guidance on Candidates' AI Usage

Learn about our policy for using AI in our application process.