Anthropic is seeking a Head of National Security Sales (DoW/IC) to lead and scale our national security sales organization in Washington, DC. The role involves building and managing a high-performing sales team, developing go-to-market strategies for the Department of War and the Intelligence Community, and establishing strategic relationships with defense and intelligence organizations. The position requires deep understanding of national security missions, proven sales leadership experience, and an active security clearance (TS/SCI). Successful candidates will drive revenue targets, win new business, and represent Anthropic as a trusted AI partner for the national security community.
Head of National Security Sales (DoW/IC) en Anthropic
Híbrido - Washington, DC
Más vacantes en AnthropicSalary
USD 550,000 - 700,000
Requirements
Skills
- 10+ years of enterprise sales experience with 4+ years managing sales teams selling into the DoW and/or IC
- Proven track record of scaling revenue and building high-performing organizations
- Strong network of contacts in the national security community
- Deep understanding of DoW and IC missions, structures, modernization initiatives, and technology adoption
- Active security clearance (TS/SCI) required
- Experience hiring, developing, and retaining top sales talent
- Experience developing and executing go-to-market strategies for emerging technologies in the national security space
- Extensive experience with defense and intelligence contracting vehicles, procurement mechanisms (including OTAs and IDIQs), and compliance and accreditation requirements such as FAR/DFARS, FedRAMP, and DoW Impact Levels
- Strong track record of consistently exceeding team revenue targets
- Proven ability to build and manage strategic channel partnerships and ecosystem relationships
- Excellent communication and relationship-building skills
- Experience implementing sales methodologies, CRM systems, and performance management processes
- Passion for safe and ethical AI development and ability to articulate its importance in national security contexts
Responsibilities
- Build, lead, and scale a national security sales team covering the DoW and IC, including hiring top talent, setting clear performance expectations, and providing ongoing coaching and development
- Develop and execute comprehensive go-to-market strategies for the DoW and the IC, including market segmentation, competitive positioning, and revenue forecasting
- Prioritize opportunities where safe, frontier AI materially changes how commands and agencies plan, analyze, and operate, and measure success by outcomes delivered
- Own overall national security revenue targets and ensure team performance against quotas
- Win new business across the DoW and IC by helping commands, components, and agencies integrate AI into their technology stacks and mission workflows
- Establish and refine sales processes, methodologies, and playbooks specific to DoW and IC procurement, including FAR/DFARS compliance, classified and unclassified contracting pathways, and agency-specific security and accreditation requirements
- Build and manage strategic relationships with cloud service providers, systems integrators, and Defense Industrial Base partners
- Synthesize market feedback and customer insights to inform product roadmap and competitive strategy
- Partner with legal, compliance, security, and delivery teams to ensure successful contract execution and customer satisfaction
- Maintain visibility and relationships with senior military, civilian, and IC leadership
- Implement metrics, reporting, and performance management systems to drive team accountability and continuous improvement
- Represent Anthropic at industry events and with key stakeholders, establishing our brand as the trusted AI partner for the national security community
Technologies
CRM
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