Enterprise Account Executive, DoW/IC (AI)

Location: Washington, DC; hybrid work with staff expected to be in one of the offices at least 25% of the time, with some roles requiring more office time.

Annual compensation: $380,000–$450,000 USD OTE, including target sales commissions/bonuses and annual base salary.

Company

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

What you will do

• Drive new business and revenue growth across Department of War and Intelligence Community agencies, managing the full sales cycle from outreach through deployment.
• Build trusted relationships with technical teams, senior agency leadership, and military and civilian decision-makers on AI capabilities and implementation.
• Develop strategic account plans aligned with mission requirements, operational needs, and modernization initiatives.
• Coordinate deployments and integrations with cleared cloud service providers, cleared system integrators, and security personnel.
• Provide market intelligence and customer feedback on classification levels, air-gapped environments, and agency requirements to product teams.
• Create DoW/IC-specific sales playbooks and maintain secure documentation of customer engagements while helping grow the market presence.

Requirements

• 7+ years of enterprise sales experience in the DoW/IC space, with a track record of driving adoption of emerging technologies and exceeding revenue targets.
• Deep understanding of DoW/IC agency missions, operational challenges, technology needs, and classification levels.
• Active security clearance; TS/SCI is preferred, with the ability to discuss capabilities in classified environments.
• Ability to balance strategic leadership with hands-on sales execution in high-security environments.
• Experience navigating DoW/IC procurement processes, including SEWP, CIO-SP3, GSA, and other relevant contracting vehicles.
• Extensive knowledge of DoW/IC contracting vehicles, procurement mechanisms, and security compliance requirements, including DFARS, ITAR/EAR, and agency-specific security protocols.
• Excellent relationship-building skills across technical teams, senior agency leadership, and military and civilian leadership.
• Ability to coordinate multiple stakeholders, including cleared cloud providers, cleared system integrators, and security personnel.
• Strategic thinking, attention to detail in execution, and a commitment to safe and ethical AI in national security contexts.
• Bachelor’s degree or an equivalent combination of education, training, and experience; relevant field of study demonstrated through coursework, training, or professional experience.

Culture & Benefits

• Collaborative environment focused on high-impact AI research and trustworthy, steerable systems.
• Competitive compensation, optional equity donation matching, generous vacation, and parental leave.
• Flexible working hours and office collaboration.
• Anthropic sponsors visas where possible and provides immigration lawyer support for sponsored candidates.
• Applications are reviewed on a rolling basis with no application deadline.