Enterprise Account Executive, Federal Partners Sales

divh2Enterprise Account Executive, Federal Partners Sales/h2pWashington, DC/ph2About Anthropic/h2pAnthropics mission is to create reliable, interpretable, and steerable AI systems. We want AI to be safe and beneficial for our users and for society as a whole. Our team is a quickly growing group of committed researchers, engineers, policy experts, and business leaders working together to build beneficial AI systems./ph2About the Role/h2pAs a Federal Partners Account Executive at Anthropic, youll drive revenue by selling our safe, frontier AI solutions directly to Systems Integrators (SI) and Independent Software Vendors (ISV) in the public sector space. Youll focus on selling directly to partners to ensure Anthropics AI capabilities are delivered within their own solutions and service offerings. Working closely with GTM, product, and marketing teams, youll help these partners understand and implement our technology while driving significant revenue growth./ph2Responsibilities/h2ulliWin new business and drive revenue for Anthropic by directly selling to Systems Integrators and ISVs in the public sector space, owning the full sales cycle from prospecting through close/liliIdentify net-new revenue by selling to SIs with prime contracts, helping them integrate AI into their technology stack and consulting practices to differentiate their offerings, accelerate delivery, and win more competitive bids/liliNavigate complex technical sales conversations with partners engineering and product teams/liliWork with partners technical teams to ensure successful implementation, adoption and deployment of Anthropics AI capabilities into their solutions/liliCoordinate with cloud providers (AWS, GCP) to align technical and commercial aspects of deals/liliBuild deep relationships with key decision makers within partner organizations/liliProvide market intelligence and partner feedback to product teams to influence our roadmap and feature development/liliCreate and maintain sales playbooks specific to SI and ISV sales motions/liliTrack and forecast sales pipeline specific to the partner segment/li/ulh2You May Be a Good Fit If You Have/h2ulli7+ years of enterprise sales experience selling directly to Systems Integrators and ISVs/liliSecurity clearances preferred/liliStrong track record of closing complex technical sales to partner organizations/liliDeep understanding of SI and ISV business models, buying processes, and technology evaluation criteria/liliExperience navigating technical requirements and security standards specific to public sector implementations/liliProven ability to exceed revenue targets in partner-focused sales roles/liliStrong technical acumen and ability to engage with partners engineering teams/liliExperience coordinating with cloud providers in complex deal scenarios/liliExcellent communication skills and ability to present to both technical and business audiences/liliStrategic thinking combined with hands-on sales execution capabilities/liliUnderstanding of public sector procurement processes and how partners operate within them/liliA passion for safe and ethical AI development, with the ability to articulate its technical value to partner organizations/li/ulpDeadline to apply: None. Applications will be reviewed on a rolling basis./ppThe annual compensation range for this role is listed below. For sales roles, the range provided is the roles On Target Earnings (OTE) range, meaning that the range includes both the sales commissions/sales bonuses target and annual base salary for the role./ppAnnual Salary: $360,000 - $435,000 USD/ph2Logistics/h2pMinimum education: Bachelors degree or an equivalent combination of education, training, and/or experience/ppRequired field of study: A field relevant to the role as demonstrated through coursework, training, or professional experience/ppMinimum years of experience: Years of experience required will correlate with the internal job level requirements for the position/ppLocation-based hybrid policy: Currently, we expect all staff to be in one of our offices at least 25% of the time. However, some roles may require more time in our offices./ppVisa sponsorship: We do sponsor visas! However, we arent 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./ppWe 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 youre interested in this work. 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 youre ever unsure about a communication, dont click any linksvisit anthropic.com/careers directly for confirmed position openings./ph2How Were Different/h2pWe 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. Were 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./ppThe easiest way to understand our research directions is to read our recent research. This research continues many of the directions our team worked on prior to Anthropic, including: GPT-3, Circuit-Based Interpretability, Multimodal Neurons, Scaling Laws, AI Compute, Concrete Problems in AI Safety, and Learning from Human Preferences./ph2Come Work With Us!/h2pAnthropic 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. Guidance on Candidates AI Usage: Learn about our policy for using AI in our application process./p/div