Head of State and Local Government Sales

As the Head of State and Local Government Sales at Anthropic, you'll lead and scale our state and local government sales organization to drive the adoption of safe, frontier AI across state agencies, counties, cities, and other local government entities throughout the United States.

Key responsibilities:

• Build, lead, and scale a state and local government sales team
• Develop and execute comprehensive go-to-market strategies for state and local government
• Own overall state and local government revenue targets and ensure team performance against quotas
• Establish and cultivate relationships with governors' offices, state CIOs, agency executives, and city and county leadership
• Win new business across state and local government by helping state agencies, counties, and cities integrate AI into their technology stacks
• Establish and refine sales processes, methodologies, and playbooks specific to state and local procurement
• Build and manage strategic relationships with cloud service providers, system integrators, and resellers
• Synthesize market feedback and customer insights to inform product roadmap and competitive strategy
• Partner with legal, compliance, and delivery teams to ensure successful contract execution and customer satisfaction
• 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 state and local government sales teams
• Deep understanding of state and local government missions, budget and legislative cycles, modernization initiatives, and technology adoption patterns
• Demonstrated ability to hire, develop, and retain top sales talent
• Experience developing and executing go-to-market strategies for emerging technologies in the state and local government space
• Extensive experience with state and local contracting vehicles, cooperative purchasing agreements, procurement mechanisms, and compliance 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.