Enterprise Account Executive, DOD/IC

TL;DR

Enterprise Account Executive (DOD/IC): Drives the adoption of safe AI across DOD/IC agencies, owning the full sales cycle and building relationships with key decision-makers. Focus on navigating DOD/IC procurement requirements and maintaining the highest standards of security and compliance.

Location: Currently, staff is expected to be in one of the offices at least 25% of the time, the role is based in Washington, DC

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

Company

Anthropic’s mission is to create reliable, interpretable, and steerable AI systems.

What you will do

• Drive new business and revenue growth 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.

Requirements

• 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.
• Excellent relationship-building skills across all levels, from technical teams to senior agency leadership, including military and civilian leadership.

Culture & Benefits

• Competitive compensation and benefits.
• Optional equity donation matching.
• Generous vacation and parental leave.
• Flexible working hours.
• Lovely office space in which to collaborate with colleagues.

Hiring process

• Applications will be reviewed on a rolling basis.