Enterprise Account Executive, Federal Partners Sales at Anthropic

Hybrid - Washington, DC, United States

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Anthropic is a public benefit corporation focused on building reliable, interpretable, and steerable AI systems. This role involves driving revenue as a Federal Partners Account Executive, selling Anthropic's AI solutions to Systems Integrators and Independent Software Vendors in the public sector, managing the full sales cycle, collaborating with cross‑functional teams, and ensuring successful implementation of Anthropic's capabilities.

Salary

USD 380,000 - 450,000

Requirements

Skills

  • 7+ years of enterprise sales experience selling directly to Systems Integrators and ISVs
  • Security clearances preferred
  • Strong track record of closing complex technical sales to partner organizations
  • Deep understanding of SI and ISV business models, buying processes, and technology evaluation criteria
  • Experience navigating technical requirements and security standards specific to public sector implementations
  • Proven ability to exceed revenue targets in partner-focused sales roles
  • Strong technical acumen and ability to engage with partners' engineering teams
  • Experience coordinating with cloud providers in complex deal scenarios
  • Excellent communication skills and ability to present to both technical and business audiences
  • Strategic thinking combined with hands‑on sales execution capabilities
  • Understanding of public sector procurement processes and how partners operate within them
  • A passion for safe and ethical AI development, with the ability to articulate its technical value to partner organizations

Responsibilities

  • Win new business and drive revenue for Anthropic by directly selling to Systems Integrators and ISVs in the public sector space, owning the full sales cycle from prospecting through close
  • Identify net‑new revenue by selling to SIs with prime contracts, helping them integrate AI into their technology stack and consulting practices to differentiate their offerings, accelerate delivery, and win more competitive bids
  • Navigate complex technical sales conversations with partners' engineering and product teams
  • Work with partners' technical teams to ensure successful implementation, adoption and deployment of Anthropic's AI capabilities into their solutions
  • Coordinate with cloud providers (AWS, GCP) to align technical and commercial aspects of deals
  • Build deep relationships with key decision makers within partner organizations
  • Provide market intelligence and partner feedback to product teams to influence our roadmap and feature development
  • Create and maintain sales playbooks specific to SI and ISV sales motions
  • Track and forecast sales pipeline specific to the partner segment

Technologies

AWSGCP

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