Enterprise Account Executive, Federal Civilian Sales - Education & Workforce

Anthropic•Washington, DC

6h•Hybrid

About The Position

As a Federal Civilian Account Executive - Education & Workforce at Anthropic, you will be responsible for driving the adoption of safe, frontier AI across federal civilian agencies such as the Department of Education (ED), Department of Labor (DOL), and the Office of Personnel Management (OPM). This role requires a deep understanding of federal civilian operations and consultative sales expertise to propel revenue growth. You will act as a trusted partner to customers, assisting them in embedding and deploying AI and uncovering its full range of capabilities. The position involves collaborating with GTM, product, and marketing teams to refine Anthropic's approach to the federal civilian market, while ensuring the highest standards of security and compliance are maintained.

Requirements

7+ years of enterprise sales experience in the federal civilian space preferably with ED, DOL & OPM, alongside a proven track record of driving adoption of emerging technologies
A deep understanding of federal civilian agency missions, challenges, and technology needs
Demonstrated the ability to balance strategic leadership with hands-on sales execution
Experience navigating complex federal procurement processes and compliance requirements
A strong track record of exceeding revenue targets in the federal civilian space
Extensive experience with federal civilian contracting vehicles and procurement mechanisms
Excellent relationship-building skills across all levels, from technical teams to senior agency leadership
A proven ability to coordinate across multiple stakeholders, including cloud providers and system integrators
Strategic thinking combined with attention to detail in execution
A passion for safe and ethical AI development, with the ability to articulate its importance in government contexts
Bachelor’s degree or an equivalent combination of education, training, and/or experience
Required field of study: A field relevant to the role as demonstrated through coursework, training, or professional experience

Responsibilities

Drive new business and revenue growth specifically within federal civilian agencies, owning the full sales cycle from initial outreach through deployment
Navigate the unique requirements of federal civilian procurement, including FAR/DFAR compliance, security standards, and agency-specific regulations
Build and maintain relationships with key decision-makers across federal civilian agencies, becoming a trusted advisor on AI capabilities and implementation
Develop and execute strategic account plans that align with agency missions and modernization initiatives
Coordinate closely with cloud service providers (AWS, GCP) and system integrators to ensure successful deployment and integration
Provide detailed market intelligence and customer feedback to product teams to ensure our offerings meet federal civilian requirements
Create and maintain sales playbooks specific to federal civilian use cases and procurement processes
Take a leadership role in growing our federal civilian 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