Head of National Security Sales (DoW/IC)

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

Annual OTE compensation: $550,000–$700,000 USD, including target sales commissions or 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

• Build, lead, and scale the national security sales organization covering the Department of War and Intelligence Community, including hiring, coaching, performance expectations, and accountability.
• Develop and execute go-to-market strategies, market segmentation, competitive positioning, revenue forecasting, and scalable sales motions for military services, combatant commands, defense agencies, and intelligence organizations.
• Win new business by helping commands, components, and agencies integrate AI into technology stacks and mission workflows, while owning revenue targets, quotas, pipeline visibility, and deal progression.
• Establish sales processes and playbooks for DoW and IC procurement, including FAR/DFARS compliance, classified and unclassified contracting pathways, OTAs, IDIQs, FedRAMP, and DoW Impact Levels.
• Build strategic relationships with cloud providers, systems integrators, Defense Industrial Base partners, senior military and civilian leaders, and IC leadership.
• Partner with product, engineering, marketing, legal, compliance, security, and delivery teams to incorporate market feedback, support contract execution, and maintain customer satisfaction.

Requirements

• 15+ years of enterprise sales experience, including 5+ years managing sales teams selling into the Department of War and/or Intelligence Community.
• Active TS/SCI security clearance with the ability to discuss capabilities in classified environments.
• Deep understanding of DoW and IC missions, organizational structures, modernization initiatives, and technology adoption patterns across multiple services, commands, and agencies.
• Demonstrated ability to build, maintain, and leverage senior military, civilian, and IC leadership relationships.
• Ability to hire, develop, and retain top sales talent while creating a performance and accountability culture.
• Experience developing and executing go-to-market strategies for emerging technologies in national security.
• Extensive experience with defense and intelligence contracting vehicles, procurement mechanisms including OTAs and IDIQs, and compliance and accreditation requirements including FAR/DFARS, FedRAMP, and DoW Impact Levels.
• Strong record of exceeding team revenue targets and building predictable, scalable sales motions.
• Experience building and managing channel partnerships with cloud providers, systems integrators, and Defense Industrial Base primes.
• Excellent communication and relationship-building skills across technical teams and senior military, civilian, and IC leadership; experience with sales methodologies, CRM systems, and performance management processes.
• Bachelor’s degree or equivalent combination of education, training, and experience in a field relevant to the role through coursework, training, or professional experience.
• Passion for safe and ethical AI development and ability to articulate its importance in national security contexts.

Culture & Benefits

• Collaborative environment focused on a small number of large-scale AI research efforts and long-term impact.
• Competitive compensation, benefits, optional equity donation matching, generous vacation, and parental leave.
• Flexible working hours and office-based collaboration.
• Visa sponsorship may be available, with reasonable efforts and immigration lawyer support when an offer is made.
• Applications are reviewed on a rolling basis with no stated deadline.