Enterprise Account Executive, Federal Civilian Sales at Anthropic

Hybrid - Washington, DC

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Enterprise Account Executive responsible for driving adoption of AI solutions across federal civilian agencies, leveraging deep understanding of federal operations and consultative sales expertise to generate revenue growth and build trusted partnerships.

Salary

USD 360,000 - 435,000

Requirements

Skills

  • 7+ years of enterprise sales experience in the federal civilian space, with a proven track record of driving adoption of emerging technologies
  • A deep understanding of federal civilian agency missions, challenges, and technology needs
  • Demonstrated the ability to balance strategic leadership with hands‑on sales execution
  • Experience navigating complex federal procurement processes and compliance requirements
  • A strong track record of exceeding revenue targets in the federal civilian space
  • Extensive experience with federal civilian contracting vehicles and procurement mechanisms
  • Excellent relationship-building skills across all levels, from technical teams to senior agency leadership
  • A proven ability to coordinate across multiple stakeholders, including cloud providers and system integrators
  • Strategic thinking combined with attention to detail in execution
  • A passion for safe and ethical AI development, with the ability to articulate its importance in government contexts

Responsibilities

  • Drive new business and revenue growth specifically within federal civilian agencies, owning the full sales cycle from initial outreach through deployment
  • Navigate the unique requirements of federal civilian procurement, including FAR/DFAR compliance, security standards, and agency-specific regulations
  • Build and maintain relationships with key decision-makers across federal civilian 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 federal civilian requirements
  • Create and maintain sales playbooks specific to federal civilian use cases and procurement processes
  • Take a leadership role in growing our federal civilian 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

Technologies

AWSGCP

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