AWS GTM Partnership Lead, Public Sector & Nonprofits (AI)

Location: Washington, DC, United States; hybrid policy requires staff to work from an Anthropic office at least 25% of the time. Travel up to 25% may be required.

Annual compensation: $365,000–$425,000 USD OTE, including base salary and target sales commissions or bonuses.

Company

Anthropic builds reliable, interpretable, and steerable AI systems intended to be safe and beneficial for users and society.

What you will do

• Develop and execute go-to-market strategies for public-sector and nonprofit partnerships through AWS, including co-selling motions, joint business plans, events, and segment-specific plays.
• Own forecasting, pipeline development, revenue targets, and partner-sourced or partner-influenced business results.
• Design deal registration, marketplace, procurement, contract vehicle, and incentive structures for the partner motion.
• Build executive relationships across AWS public-sector teams and partner AWS practices.
• Develop repeatable mission-specific solutions built on Claude and help partners build delivery capabilities for government and nonprofit customers.
• Establish scalable partnership operations, reporting, escalation management, business reviews, market intelligence, and investment prioritization.

Requirements

• Active TS/SCI security clearance is required, with the ability to discuss capabilities in classified environments.
• Experience in enterprise partnerships, alliances, or business development with public-sector or nonprofit partner ecosystems.
• Proven success building and scaling partnerships with systems integrators, resellers, or channel partners, including co-sell or channel motions built from the ground up.
• Deep understanding of public-sector cloud partner organizations, procurement processes, contract vehicles, delivery economics, and seller incentives.
• Experience carrying and achieving partner-sourced or partner-influenced revenue targets with credible forecasting.
• Bachelor’s degree or equivalent education, training, and professional experience; strong strategic planning, program management, stakeholder influence, and technical-product communication skills.

Nice to have

• 12+ years of enterprise partnerships, alliances, or business development experience.
• Experience with AWS or another hyperscaler’s public-sector partner organization.
• Knowledge of FedRAMP, IL levels, StateRAMP, nonprofit or higher-education technology funding, and partner-led deployments.
• Background in AI/ML technologies, developer platforms, management consulting, or federal program management.
• Experience scaling partner programs from early traction to significant partner-driven revenue.

Culture & Benefits

• Collaborative environment focused on reliable, trustworthy, and steerable AI research and products.
• Flexible working hours and a hybrid office model.
• Competitive compensation, optional equity donation matching, generous vacation, and parental leave.
• Immigration counsel and visa sponsorship may be available for eligible roles and candidates.
• Office environment designed for collaboration, with frequent research discussions and cross-functional work.