Head of National Security Sales (DoW/IC)

As the Head of National Security Sales (DoW/IC) at Anthropic, you'll lead and scale our national security sales organization to drive the adoption of safe, frontier AI across the Department of War and the Intelligence Community.

Key responsibilities:

• Build, lead, and scale a national security sales team covering the DoW and IC
• Develop and execute comprehensive go-to-market strategies for the DoW and IC
• Anchor the team's work in mission impact and measure success by outcomes delivered
• Own overall national security revenue targets and ensure team performance against quotas
• Win new business across the DoW and IC by integrating AI into technology stacks and mission workflows
• Establish and refine sales processes, methodologies, and playbooks specific to DoW and IC procurement
• Build and manage strategic relationships with cloud service providers, systems integrators, and Defense Industrial Base partners
• Synthesize market feedback and customer insights to inform product roadmap and competitive strategy
• Partner with legal, compliance, security, and delivery teams to ensure successful contract execution and customer satisfaction
• Maintain visibility and relationships with senior military, civilian, and IC leadership
• Implement metrics, reporting, and performance management systems to drive team accountability and continuous improvement
• Represent Anthropic at industry events and with key stakeholders

Minimum qualifications:

• 10+ years of enterprise sales experience with 4+ years managing sales teams selling into the DoW and/or IC
• Demonstrated ability to build, maintain, and leverage senior military, civilian, and leadership relationships
• Deep understanding of DoW and IC missions, organizational structures, modernization initiatives, and technology adoption patterns
• Active security clearance (TS/SCI required) with ability to discuss capabilities in classified environments
• Demonstrated ability to hire, develop, and retain top sales talent
• Experience developing and executing go-to-market strategies for emerging technologies in the national security space
• Extensive experience with defense and intelligence contracting vehicles, procurement mechanisms, and compliance and accreditation requirements
• Strong track record of consistently exceeding team revenue targets and building predictable, scalable sales motions
• Proven ability to build and manage strategic channel partnerships and ecosystem relationships
• Excellent communication and relationship-building skills
• Experience implementing sales methodologies, CRM systems, and performance management processes
• A passion for safe and ethical AI development

The annual compensation range for this role is $550,000-$700,000 USD.