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Anthropic · 2 months ago

Enterprise Account Executive, DOD/IC

Washington, DC

Full-time

Onsite

Senior Level

$280K/yr - $410K/yr

7+ years exp

Anthropic is a public benefit corporation dedicated to creating reliable, interpretable, and steerable AI systems. The Federal DOD/IC Account Executive will drive the adoption of safe AI across DOD/IC agencies, leveraging consultative sales expertise to propel revenue growth while ensuring compliance with security protocols.

Artificial Intelligence (AI)Foundational AIGenerative AIInformation TechnologyMachine Learning

No H1B

Security Clearance Required

U.S. Citizen Only

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

Qualification

DOD/IC sales experienceActive security clearanceDOD/IC procurement knowledgeRelationship-building skillsStrategic thinkingPassion for ethical AITeam collaborationAttention to detail

Required

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

At least a Bachelor's degree in a related field or equivalent experience