Enterprise Account Executive, Public Sector

The shape of it

In the posting’s own words

As an Enterprise Account Executive at Anthropic, you'll join the foundational team at the forefront of introducing our cutting-edge AI productivity API and SaaS solutions to public sector organisations across Italy. You'll drive the adoption of safe, frontier AI by securing strategic agreements with central government ministries, regional and local administrations, and public agencies. You'll leverage your consultative sales expertise in the public sector to propel revenue growth while becoming a trusted partner to public sector stakeholders, helping them embed and deploy AI while uncovering its full range of capabilities in citizen services, administration, and research. In collaboration with GTM, Product, and Marketing teams, you'll continuously refine our value proposition, sales methodology, and market positioning to resonate with public sector decision-makers.

What it asks for · 10

• 7+ years of B2B sales experience in SaaS, API solutions, or emerging technologies, including selling to public sector organisations in Italy
• A track record of managing complex sales cycles within public institutions and securing strategic agreements by understanding both technical requirements and public sector use cases
• Practical command of Italian public procurement, including tenders, framework agreements, central purchasing bodies, and partner or resale routes
• Demonstrated ability to navigate public sector organisational structures, building consensus among diverse stakeholders including senior officials, digital and technology leaders, and IT departments
• Proven experience exceeding revenue targets by effectively managing an evolving pipeline and sales process
• Excellent communication skills and the ability to present confidently to various public sector audiences, from technical teams to senior officials
• Deep understanding of public sector buying cycles, decision-making processes, and key pain points, including data sovereignty, security, and compliance requirements
• A strategic, analytical approach to assessing the public sector market combined with creative, tactical execution to capture opportunities
• Bilingual proficiency in Italian and English, with excellent written and spoken communication in both
• A passion for and/or experience with advanced AI systems and their applications. You feel strongly about ensuring frontier AI systems are developed safely and ethically for use by public institutions

What the job covers

• Win new business and drive revenue for Anthropic within the public sector in Italy. Navigate complex public institutions to reach key decision-makers, educate them about our services, and help them succeed with Anthropic. You'll own the full sales cycle, from first outbound to close
• Design and execute innovative sales strategies tailored to public procurement cycles and budgeting processes, including tenders, framework agreements, and partner or resale routes, to meet and exceed revenue quotas. Analyse public sector landscapes, trends, and dynamics to translate high-level plans into targeted sales activities and campaigns
• Spearhead market expansion by identifying new use cases within ministries, agencies, and administrative departments. Collaborate cross-functionally to differentiate our offerings for public sector applications
• Navigate complex public sector stakeholder ecosystems including senior officials, digital and technology leaders, IT departments, and procurement offices to build consensus
• Lead conversations with customers on data sovereignty, security, and compliance, working with Security, Legal, and Product colleagues on how we meet those requirements
• Inform product roadmaps and features by gathering feedback from public sector users and conveying public sector needs. Provide insights that strengthen our value proposition for public institutions
• Continuously refine the public sector sales methodology by incorporating learnings into playbooks, templates, and best practices. Identify process improvements that optimise sales productivity and consistency

Tools and skills named

Words the posting leans on

• public sector18×
• settore pubblico16×
• del settore11×
• vendita11×
• sales10×
• con8×
• dei8×
• partner6×
• una6×
• della5×
• esperienza5×
• istituzioni pubbliche5×
• nel settore5×
• nostra5×
• public institutions5×
• accordi4×

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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