Enterprise Account Executive, DoW/IC

The shape of it

In the posting’s own words

As a Federal DoW/IC Account Executive at Anthropic, you'll drive the adoption of safe, frontier AI across DoW/IC agencies. You'll leverage your deep understanding of DoW/IC 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. In collaboration with GTM, product, and marketing teams, you'll help refine our approach to the DoW/IC market while maintaining the highest standards of security and compliance.

What it asks for · 11

• 7+ years of enterprise sales experience in the DoW/IC space, with a proven track record of driving adoption of emerging technologies
• Deep understanding of DoW/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 DoW/IC procurement processes, including knowledge of SEWP, CIO-SP3, GSA, and other relevant contracting vehicles
• Strong track record of exceeding revenue targets in the DoW/IC space
• Extensive experience with DoW/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

What the job covers

• Drive new business and revenue growth specifically within DoW/IC agencies, owning the full sales cycle from initial outreach through deployment
• Navigate the unique requirements of DoW/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 DoW/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 DoW/IC requirements, including classification levels and air-gapped environments
• Create and maintain sales playbooks specific to DoW/IC use cases, procurement processes, and security requirements
• Take a leadership role in growing our DoW/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

Tools and skills named

Words the posting leans on

• dow/ic15×
• security10×
• requirements6×
• sales5×
• cleared4×
• leadership4×
• procurement4×
• account3×
• capabilities3×
• compliance3×
• customer3×
• dow/ic agencies3×
• ensure3×
• experience3×
• maintain3×
• security protocols3×

Counted from the posting after the mission statement and the legal notices are set aside. The ones near the top are the ones a screener is looking for.

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