Enterprise Account Executive, DOD/IC at Anthropic

Hybrid - Washington, DC, USA

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Anthropic is seeking an Enterprise Account Executive to lead adoption of safe, frontier AI across Department of Defense and Intelligence Community agencies. Based in Washington, DC, the role drives revenue growth, navigates complex procurement and security regulations, builds strategic account plans, and collaborates with cross‑functional teams to deliver secure AI solutions. The position requires 7+ years of enterprise sales in the DOD/IC space, deep understanding of agency missions, active security clearance, and proven ability to balance leadership with hands‑on execution.

Salary

USD 380,000 - 450,000

Requirements

Skills

  • 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 needs across classification levels
  • Active security clearance (TS/SCI preferred) with ability to discuss capabilities in classified environments
  • Demonstrated ability to balance strategic leadership with hands‑on sales execution in high‑security environments
  • Experience navigating complex DOD/IC procurement processes, including knowledge of SEWP, CIO-SP3, GSA, and other relevant contracting vehicles
  • Strong track record of exceeding revenue targets in the DOD/IC space
  • Extensive experience with DOD/IC contracting vehicles, procurement mechanisms, and security compliance requirements
  • Excellent relationship‑building skills across all levels, from technical teams to senior agency leadership, including military and civilian leadership
  • Proven ability to coordinate across multiple stakeholders, including cleared cloud providers, cleared system integrators, and security personnel
  • Strategic thinking combined with attention to detail in execution, particularly regarding security protocols
  • A passion for safe and ethical AI development, with the ability to articulate its importance in national security contexts

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

Technologies

Artificial Intelligence (AI)

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