Enterprise Account Executive, Public Sector (AI)

Location: Milan, Italy; hybrid, with staff expected to be in an Anthropic office at least 25% of the time

Company

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

What you will do

• Win new public sector business in Italy and own the full sales cycle from outbound prospecting to close.
• Design sales strategies for public procurement cycles, including tenders, framework agreements, and partner or resale routes.
• Identify new AI use cases across ministries, agencies, and administrative departments and lead market expansion.
• Build consensus among senior officials, digital and technology leaders, IT departments, and procurement offices.
• Lead customer discussions on data sovereignty, security, and compliance with Security, Legal, and Product colleagues.
• Feed public sector customer insights into product roadmaps, sales playbooks, templates, and process improvements.

Requirements

• 7+ years of B2B sales experience in SaaS, API solutions, or emerging technologies, including sales to public sector organisations in Italy.
• Track record managing complex sales cycles within public institutions and securing strategic agreements based on technical requirements and public sector use cases.
• Practical command of Italian public procurement, including tenders, framework agreements, central purchasing bodies, and partner or resale routes.
• Demonstrated ability to navigate public sector structures and build consensus among senior officials, digital and technology leaders, and IT departments.
• Proven experience exceeding revenue targets while managing an evolving pipeline and sales process.
• Excellent communication skills and confidence presenting to technical teams and senior public sector officials.
• Deep understanding of public sector buying cycles, decision-making processes, data sovereignty, security, and compliance requirements.
• Strategic and analytical approach to public sector markets combined with creative, tactical execution.
• Bilingual Italian and English proficiency, with excellent written and spoken communication in both languages.
• Passion for or experience with advanced AI systems and their applications, with a commitment to safe and ethical development for public institutions.
• Bachelor’s degree or equivalent combination of education, training, and experience in a relevant field.

Nice to have

• Familiarity with security and compliance frameworks applicable to technology purchasing in the Italian public sector.

Culture & Benefits

• Collaborative research and product environment focused on trustworthy, steerable AI and high-impact work.
• Flexible working hours and a hybrid office policy.
• Competitive compensation and benefits, optional equity donation matching, generous vacation, and parental leave.
• Frequent research discussions and close collaboration across research, engineering, policy, product, legal, security, marketing, and go-to-market teams.
• Visa sponsorship may be available; Anthropic makes reasonable efforts to support successful candidates and retains an immigration lawyer.

Hiring process

• Applicants are encouraged to apply even if they do not meet every listed qualification.
• Anthropic provides guidance on candidates’ use of AI during the application process.