Enterprise Account Executive, State & Local Sales
Anthropic, Olympia, WA, United States
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
Qualifications
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
Compensation On‑Target Earnings (OTE):
$290,000—$360,000 USD
Logistics Education requirements:
A bachelor’s degree in a related field or equivalent experience.
Location‑based hybrid policy:
We expect all staff to be in one of our offices at least 25% of the time. Some roles may require more office time.
Visa sponsorship:
We sponsor visas when appropriate; we make every reasonable effort to assist with visa processing if an offer is made.
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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
Qualifications
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
Compensation On‑Target Earnings (OTE):
$290,000—$360,000 USD
Logistics Education requirements:
A bachelor’s degree in a related field or equivalent experience.
Location‑based hybrid policy:
We expect all staff to be in one of our offices at least 25% of the time. Some roles may require more office time.
Visa sponsorship:
We sponsor visas when appropriate; we make every reasonable effort to assist with visa processing if an offer is made.
#J-18808-Ljbffr