Enterprise Account Executive, DOD/IC

Job Application for Enterprise Account Executive, DOD/IC at Anthropic

Enterprise Account Executive, DOD/IC Washington, DC

About Anthropic

Anthropic’s 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.

About the role

As a Federal DOD/IC Account Executive at Anthropic, you'll drive the adoption of safe, frontier AI across DOD/IC agencies. You'll leverage your deep understanding of DOD/IC operations and consultative sales expertise to propel revenue growth while becoming a trusted partner to customers, helping them embed and deploy AI while uncovering its full range of capabilities. In collaboration with GTM, product, and marketing teams, you'll help refine our approach to the DOD/IC market while maintaining the highest standards of security and compliance.

Responsibilities:

Drive new business and revenue growth specifically within DOD/IC agencies, owning the full sales cycle from initial outreach through deployment

Navigate the unique requirements of DOD/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 DOD/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 DOD/IC requirements, including classification levels and air-gapped environments

Create and maintain sales playbooks specific to DOD/IC use cases, procurement processes, and security requirements

Take a leadership role in growing our DOD/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

You may be a good fit if you have:

7+ years of enterprise sales experience in the DOD/IC space, with a proven track record of driving adoption of emerging technologies

Deep understanding of DOD/IC agency missions, operational challenges, and technology needs across classification levels

Active security clearance (TS/SCI preferred) with 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 DOD/IC procurement processes, including knowledge of SEWP, CIO-SP3, GSA, and other relevant contracting vehicles

Strong track record of exceeding revenue targets in the DOD/IC space

Extensive experience with DOD/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

Deadline to apply: None. Applications will be reviewed on a rolling basis.

The annual compensation range for this role is listed below.

For sales roles, the range provided is the role’s On Target Earnings ("OTE") range, meaning that the range includes both the sales commissions/sales bonuses target and annual base salary for the role.

Annual Salary: $360,000 - $435,000 USD

Logistics

Minimum education: 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

Minimum years of experience: Years of experience required will correlate with the internal job level requirements for the position

Location-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.

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.

We 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 you're interested in this work. We think AI systems like the ones we're building have enormous social and ethical implications. We think this makes representation even more important, and we strive to include a range of diverse perspectives on our team.

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 you're ever unsure about a communication, don't click any links—visit anthropic.com/careers directly for confirmed position openings.

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,…