Customer Success Manager, Public Sector (National Security)

The shape of it

In the posting’s own words

As a Customer Success Manager on Anthropic's Public Sector team, you will be the post-sales trusted advisor helping national security customers realize the value of Claude and turn their investment into mission impact. You'll combine your customer success expertise with technical fluency to drive adoption of Claude Code, the Claude API, and Claude for Government (C4G) on classified infrastructure delivered through a cleared cloud provider, while maintaining our high standards for safety, security, and discretion.

What it asks for · 10

• Due to U.S. Government contract requirements, this position requires U.S. citizenship and an active TS/SCI security clearance with a current full-scope polygraph (a TS/SCI with CI polygraph may be considered where crossover is supportable)
• Must have prior experience working with US national security (defense and/or intelligence) agencies —ideally at the level of AI leadership, platform, and compute teams rather than a single program office—and a working knowledge of how national security agencies accredit, budget, govern compute, and measure mission (including the difference between FedRAMP High, IL5/IL6, and classified-fabric accreditation, and the role of cleared cloud providers and system integrators)
• 5+ years of experience in customer-facing roles such as Customer Success Manager, Technical Account Manager, Solutions Architect, or Consultant, with experience navigating complex stakeholder environments; able to work onsite at customer facilities in the National Capital Region 3-4 days per week
• Experience driving success with consumption-based products (tokens, throughput, capacity) as well as seat-based products, including measuring adoption and value when you cannot see usage directly
• Technical fluency with AI/ML concepts, API integration patterns, and agentic tooling such as Claude Code; familiarity with common LLM frameworks, tools, and evaluation approaches, and hands-on experience building something with an LLM API or coding agent, is a strong plus
• Exceptional ability to build relationships with and communicate technical concepts to diverse stakeholders, from engineering and platform teams to security and accreditation officials to senior national security leadership
• Judgment and discretion: never over-promises on dates, capabilities, or documentation; practices need-to-know as a reflex; keeps composure under political and competitive pressure; strategic mindset to identify mission transformation opportunities and translate them into actionable expansion plans
• Excitement for engaging in cross-organizational collaboration, working through trade-offs, and balancing competing priorities—advocating for customer needs across internal (Applied AI, Policy, Research, Security) and external (cleared cloud provider, system integrator, program office) stakeholders
• Passion for thinking creatively about how to use AI in a way that is safe and beneficial for the national security mission, and ultimately furthers the goal of advancing safe AI systems
• A knack for bringing order to chaos and an enthusiastic 'roll up your sleeves' mentality—you're a true team player

What the job covers

• Partner with the account executive and Applied AI architect to deeply understand the customer's mission requirements and translate them into an account and success plan, ensuring alignment between mission objectives, the customer's investment, and technical implementation
• Serve as the primary post-sales advisor to the customer throughout their Claude adoption journey, from deployment through enablement, model migration, renewal, and expansion. You will need to build trusted relationships across the customer's senior stakeholders—AI leadership, platform and compute teams, security and accreditation officials, contracting, and mission operators—and coordinate internally across multiple teams and with cleared cloud providers to drive customer success
• Support customers building with Claude Code, the Claude API, and Claude for Government on classified infrastructure—managed configuration, capacity and throughput planning, and workload onboarding—with a working understanding of accreditation requirements (FedRAMP High, IL5/IL6, classified-fabric accreditation)
• Create and deliver compelling enablement and executive content tailored to different audiences. You will need to spread the gamut from hands-on Claude Code enablement for engineering teams (Train the Trainer, managed configuration as the "paved road," Center of Excellence development) up to mission-value conversations with senior agency leadership, in unclassified language that can leave the building
• Help the customer develop evaluation frameworks and measure adoption and value without direct telemetry—provider capacity reports, customer-run dashboards, workload registries, and agreed leading indicators—and guide model migration and release readiness: eval gates built from their workloads, staged cutovers off end-of-support models, and realistic expectations about what lands on their fabric and when
• Drive consumption and adoption: separate under-pacing from burst saturation of a fixed compute pool, smooth and onboard workloads before asking for capacity, discover new mission workloads across compartmented organizations, and document value realized in mission-outcome terms (decisions accelerated, coverage, timeliness, findings produced)
• Own Executive Business Reviews that function as discovery and alignment—leaving executives with sponsor commitments, mutual next steps, and a mission-outcome narrative that supports the renewal decision—and serve as the primary conduit between the customer, cleared cloud providers, and Anthropic
• Identify common adoption and integration patterns and hero workflows that demonstrate mission transformation, and contribute insights back to our Product, Engineering, Research, and Policy teams—while maintaining strict separation of classified and unclassified channels and escalating correctly (e.g., 'Claude cut a high-volume analytic triage queue from days to hours')
• Work onsite frequently at customer facilities for enablement, workshops, and relationship building, on the customer’s systems and within their security and need-to-know rules
• Maintain strong knowledge of the latest developments in LLM capabilities, agentic and Claude Code implementation patterns, and national security AI policy

Tools and skills named

Words the posting leans on

• customer19×
• security15×
• mission14×
• claude13×
• national security8×
• accreditation7×
• adoption7×
• providers7×
• systems7×
• workloads7×
• cleared cloud6×
• compute6×
• enablement6×
• technical6×
• value6×
• building5×

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.

More open at Anthropic

• Accommodations PartnerSan Francisco, CA | Seattle, WA
• Account Executive, AI NativeNew York City, NY; San Francisco, CA | New York City, NY
• Account Executive - DNBSingapore
• Account Executive - Public Sector (ASEAN)Singapore
• Account Executive, StartupsSan Francisco, CA | New York City, NY
• Account Executive, StartupsDublin, IE