Enterprise Account Executive, DOD/IC
AnthropicAbout 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 DOD/IC Account Executive at Anthropic, you'll drive the adoption of safe, frontier AI across DOD/IC agencies. You'll leverage your deep understanding of DOD/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 DOD/IC market while maintaining the highest standards of security and compliance.
Responsibilities:
- Drive new business and revenue growth specifically within DOD/IC agencies, owning the full sales cycle from initial outreach through deployment
- Navigate the unique requirements of DOD/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 DOD/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 DOD/IC requirements, including classification levels and air-gapped environments
- Create and maintain sales playbooks specific to DOD/IC use cases, procurement processes, and security requirements
- Take a leadership role in growing our DOD/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
You may be a good fit if you have:
- 7+ years of enterprise sales experience in the DOD/IC space, with a proven track record of driving adoption of emerging technologies
- Deep understanding of DOD/IC agency missions, operational challenges, and technology ne
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