Enterprise Account Executive, DoW/IC

About the Position

We are seeking a Federal DoW/IC Account Executive to join Anthropic, a company dedicated to creating reliable, interpretable, and steerable AI systems. In this role, you will drive the adoption of safe, frontier AI across DoW/IC agencies, leveraging your deep understanding of DoW/IC operations and consultative sales expertise to propel revenue growth while becoming a trusted partner to customers.

Responsibilities

• 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.

Requirements

• 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 the 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.

We Offer

• Competitive annual salary range: $380,000 - $450,000 USD.
• Hybrid work policy: Currently, we expect all staff to be in one of our offices at least 25% of the time.
• Visa sponsorship: We do sponsor visas! However, we aren't able to successfully sponsor visas for every role and every candidate. But if we make you an offer, we will make every reasonable effort to get you a visa, and we retain an immigration lawyer to help with this.

About the Company

Anthropic is a public benefit corporation headquartered in San Francisco. We offer competitive compensation and benefits, optional equity donation matching, generous vacation and parental leave, flexible working hours, and a lovely office space in which to collaborate with colleagues.

How We're Different

We believe that the highest-impact AI research will be big science. At Anthropic we work as a single cohesive team on just a few large-scale research efforts. And we value impact - advancing our long-term goals of steerable, trustworthy AI - rather than work on smaller and more specific puzzles. We view AI research as an empirical science, which has as much in common with physics and biology as with traditional efforts in computer science. We're an extremely collaborative group, and we host frequent research discussions to ensure that we are pursuing the highest-impact work at any given time. As such, we greatly value communication skills.

Apply for this Job

Interested candidates should apply with their resume/CV through our application portal. Please ensure your application includes all required fields and attachments.