Enterprise Account Executive, State & Local Sales

About the role

As a State and Local Government Account Executive at Anthropic, you will drive the adoption of safe, frontier AI across South and Central U.S. state and local government agencies. You will leverage your deep understanding of state and local government operations and consultative sales expertise to propel revenue growth while becoming a trusted partner to customers, helping them embed and deploy AI while uncovering its full range of capabilities.

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

• 5+ years of enterprise sales experience in the state and local government space, with a proven track record of driving adoption of emerging technologies
• Deep understanding of state and local government agency missions, challenges, and technology needs
• Demonstrated ability to balance strategic leadership with hands‑on sales execution
• Experience navigating complex state and local procurement processes and compliance requirements
• Strong track record of exceeding revenue targets in the state and local government space
• Extensive experience with state and local government 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 combined with attention to detail in execution
• Familiarity with state‑specific data privacy laws and security compliance frameworks
• A passion for safe and ethical AI development, with the ability to articulate its importance in government contexts

The annual compensation range for this role is $290,000 – $360,000 USD. For sales roles, the range provided is the role’s On Target Earnings ("OTE") range, meaning that it includes both the sales commissions/sales bonuses target and annual base salary.

Minimum education: Bachelor’s degree or an equivalent combination of education, training, and/or experience

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

Minimum years of experience: Years of experience required will correlate with the internal job level requirements for the position

Location‑based hybrid policy: We expect all staff to be in one of our offices at least 25% of the time. Some roles may require more time in our offices.

Visa sponsorship: We sponsor visas as possible and will make every reasonable effort to obtain a visa for an offered candidate.