Enterprise Account Executive, Federal Civilian Sales

The shape of it

In the posting’s own words

We encourage you to apply even if you do not believe you meet every single qualification. Not all strong candidates will meet every single qualification as listed. Research shows that people who identify as being from underrepresented groups are more prone to experiencing imposter syndrome and doubting the strength of their candidacy, so we urge you not to exclude yourself prematurely and to submit an application if you're interested in this work. We think AI systems like the ones we're building have enormous social and ethical implications. We think this makes representation even more important, and we strive to include a range of diverse perspectives on our team. Your safety matters to us. To protect yourself from potential scams, remember that Anthropic recruiters only contact you from @anthropic.com email addresses. In some cases, we may partner with vetted recruiting agencies who will identify themselves as working on behalf of Anthropic. Be cautious of emails from other domains. Legitimate Anthropic recruiters will never ask for money, fees, or banking information before your first day. If you're ever unsure about a communication, don't click any links—visit anthropic.com/careers directly for confirmed position openings.

What it asks for · 10

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

What the job covers

• Drive new business and revenue growth specifically within federal civilian agencies, owning the full sales cycle from initial 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 to ensure 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 growing 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

Tools and skills named

Words the posting leans on

• federal civilian10×
• procurement4×
• sales4×
• ensure3×
• experience3×
• leadership3×
• maintain3×
• requirements3×
• strategic3×
• account2×
• agency missions2×
• civilian agencies2×
• civilian space2×
• cloud2×
• compliance2×
• coordinate2×

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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