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

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

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

Company

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

What you will do

• Develop and execute the AWS go-to-market strategy for public sector and nonprofit partnerships across federal, state and local government, education, and nonprofit segments.
• Build co-selling motions, joint business plans, partner events, and repeatable segment-specific plays that generate pipeline and revenue.
• Design deal registration, marketplace, procurement, contract vehicle, and incentive structures for the partner ecosystem.
• Develop executive relationships across AWS’s public sector partner organization and partner AWS practices.
• Help partners create and deliver mission-specific solutions built on Claude, including deployments in classified environments where required.
• Own forecasting, partnership operations, business reviews, escalation management, reporting, market intelligence, and investment prioritization.

Requirements

• Active TS/SCI security clearance required, with the ability to discuss capabilities in classified environments.
• Experience in enterprise partnerships, alliances, or business development serving public sector or nonprofit customers.
• Track record of building and scaling partnerships with public-sector-focused systems integrators, resellers, or channel partners.
• Experience creating co-sell or channel motions from the ground up, including commercial mechanics, procurement processes, and contract vehicles.
• Experience carrying and achieving partner-sourced or partner-influenced revenue targets with credible forecasting.
• Bachelor’s degree or equivalent combination of education, training, and relevant experience; strong strategic planning, program management, communication, and stakeholder-influence 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, developer platforms, management consulting, federal program management, or scaling partner programs.

Culture & Benefits

• Collaborative environment focused on high-impact AI research and trustworthy AI systems.
• Competitive compensation with equity donation matching.
• Generous vacation and parental leave.
• Flexible working hours and an office environment designed for collaboration.
• Visa sponsorship may be available, with immigration-lawyer support, depending on the role and candidate.