Head of National Security Sales (DoW/IC) (AI)

Location: Washington, DC, United States; hybrid policy requires staff to work from one of the offices at least 25% of the time.

Annual OTE compensation: $550,000–$700,000 USD, including base salary and target commissions or sales bonuses.

Company

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

What you will do

• Build, lead, and scale the national security sales organization serving the Department of War and Intelligence Community.
• Develop go-to-market strategies, market segmentation, competitive positioning, revenue forecasts, and scalable sales motions.
• Drive adoption of AI across military commands, defense agencies, and intelligence organizations by integrating capabilities into technology stacks and mission workflows.
• Own revenue targets, pipeline visibility, quota performance, sales methodologies, CRM systems, and performance management.
• Build strategic relationships with cloud providers, systems integrators, and Defense Industrial Base partners across classified and unclassified environments.
• Partner with product, engineering, policy, legal, compliance, security, marketing, and delivery teams to inform strategy and execute contracts successfully.

Requirements

• 10+ years of enterprise sales experience, including 4+ years managing teams selling to the Department of War and/or Intelligence Community.
• Established senior relationships across military, civilian, and Intelligence Community leadership, with a strong national security network preferred.
• Deep understanding of Department of War and Intelligence Community missions, structures, modernization initiatives, and technology adoption.
• Active TS/SCI security clearance required, with the ability to discuss capabilities in classified environments.
• Experience with defense and intelligence procurement vehicles, including OTAs and IDIQs, and compliance requirements such as FAR/DFARS, FedRAMP, and Department of War Impact Levels.
• Bachelor’s degree or equivalent education, training, or professional experience in a relevant field.

Culture & Benefits

• Collaborative environment focused on safe, trustworthy, and steerable AI research.
• Competitive compensation with optional equity donation matching.
• Generous vacation and parental leave.
• Flexible working hours and office collaboration.
• Visa sponsorship may be available depending on the role and candidate; immigration lawyer support is provided.