Enterprise Account Executive, Federal Civilian Sales

About the role

As a Federal Civilian Account Executive at Anthropic, you will drive adoption of safe frontier AI across federal civilian agencies, supporting revenue growth and acting as a trusted partner to customers, helping them embed and deploy AI while uncovering its full range of capabilities. In collaboration with GTM, product, and marketing teams, you will refine our federal civilian market strategy while upholding the highest security and compliance standards.

• Drive new business and revenue growth specifically within federal civilian agencies, owning the full sales cycle from 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 so 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 expanding 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.

• 7+ years of enterprise sales experience in the federal civilian space, with a proven track record of driving adoption of emerging technologies.
• Deep understanding of federal civilian agency missions, challenges and technology needs.
• Proven ability to balance strategic leadership with hands‑on sales execution.
• Experience navigating complex federal procurement processes and compliance requirements.
• 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.
• Proven ability to coordinate across multiple stakeholders, including cloud providers and system integrators.
• Strategic thinking with meticulous attention to detail.
• Passion for safe and ethical AI development and ability to articulate its importance in government contexts.

On‑target earnings (OTE) range: $360,000 – $435,000 USD (inclusive of base salary and commissions/bonuses).

Minimum education:

Bachelor’s degree or equivalent combination of education, training, and/or experience.

Required field of study:
Relevant to the role as demonstrated through coursework, training, or professional experience.

Minimum years of experience:
Consistent with internal position level requirements.

Location-based hybrid policy:
Employees expected to be on site at least 25% of time, with flexibility as needed.

Visa sponsorship:
Anthropic sponsors visas when possible; they will make every reasonable effort when an offer is made.