Anthropic01.04.2026
Head of GovTech Sales
Washington
Обязанности
- 01Build, lead, and scale a GovTech sales team, including hiring top talent, setting clear performance expectations, and providing coaching and development
- 02Develop and execute go-to-market strategies for selling directly to Systems Integrators, DIB primes, and GovTech ISVs—including market segmentation, competitive positioning, and revenue forecasting
- 03Own GovTech revenue targets and ensure team performance against quotas, while providing visibility into pipeline health and deal progression across the partner segment
- 04Establish and cultivate C-suite and senior executive relationships at major SIs and DIBs, serving as Anthropic’s senior point of contact for strategic partner engagement
- 05Win new business by helping SIs with prime contracts integrate AI into their technology stacks and consulting practices to differentiate their offerings, accelerate delivery, and integrate into government customer workloads
- 06Establish and refine sales processes, methodologies, and playbooks specific to GovTech segment
- 07Build and manage strategic relationships with cloud service providers (AWS, GCP) to align technical and commercial aspects of partner deals and create scalable go-to-market motions
- 08Synthesize market feedback and customer insights to inform product roadmap and competitive strategy, working closely with product and marketing teams
- 09Partner with legal, compliance, and delivery teams to ensure successful contract execution and customer satisfaction across the GovTech ecosystem
- 10Implement metrics, reporting, and performance management systems to drive team accountability and continuous improvement across the partner sales organization
- 11Represent Anthropic at industry events, partner summits, and with key stakeholders, establishing the brand as the trusted AI partner for GovTechs
Требования
- 0110+ years of enterprise sales experience with 4+ years managing sales teams selling directly to SIs, DIBs, and GovTech ISVs
- 02Proven track record of scaling revenue and building high‑performing organizations
- 03Existing network of contacts across the federal partner ecosystem is strongly preferred
- 04Deep understanding of SI and DIB business models, buying processes, technology evaluation criteria, and federal procurement frameworks
- 05Ability to hire, develop, and retain top sales talent while creating a culture of performance and accountability
- 06Experience developing and executing go‑to‑market strategies for emerging technologies in the public sector
- 07Extensive experience with federal contracting vehicles, procurement mechanisms, and compliance requirements including FAR/DFAR, FedRAMP, and agency‑specific security standards
- 08Consistently exceeded team revenue targets and built predictable, scalable sales motions in a partner‑driven model
- 09Proven ability to build and manage strategic channel partnerships and ecosystem relationships, including coordination with cloud providers
- 10Strong technical acumen to engage credibly with partners’ engineering teams and navigate complex technical sales conversations
- 11Security clearance preferred
- 12Excellent communication and relationship‑building skills across all levels
- 13Experience implementing sales methodologies, CRM systems, and performance management processes
- 14Passion for safe and ethical AI development and ability to articulate its value in government contexts
Условия
- 01Annual OTE compensation range: $435,000 – $550,000 USD (base salary plus commission/bonus)
- 02Hybrid work policy: minimum 25% time in office, with possible additional in‑office requirements
- 03Location: office‑based with hybrid flexibility
- 04Visa sponsorship available (subject to role and candidate eligibility)
- 05Minimum education: Bachelor’s degree or equivalent experience
- 06Required field of study: relevant to the role as demonstrated through coursework, training, or professional experience