Head of State and Local Government Sales (AI)

Location: Austin, TX; Boston, MA; New York City, NY; San Francisco, CA; or Washington, DC, United States. Staff are expected 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 sales commissions or bonuses.

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 state and local government sales organization, including hiring, coaching, performance expectations, and accountability.
• Define and execute go-to-market strategies covering territory design, market segmentation, competitive positioning, forecasting, and revenue targets.
• Develop senior relationships with governors' offices, state CIOs, agency executives, municipalities, counties, and other public-sector stakeholders.
• Win new business by helping government organizations integrate AI into technology stacks, constituent-facing services, and back-office workflows.
• Create sales processes and playbooks for public-sector procurement, including cooperative purchasing, statewide contracts, RFP/RFI processes, and compliance requirements.
• Build partnerships with cloud providers, system integrators, and resellers while providing customer and market feedback to product, marketing, legal, compliance, and delivery teams.

Requirements

• 10+ years of enterprise sales experience, including 4+ years managing state and local government sales teams.
• Deep knowledge of state and local government missions, budget and legislative cycles, modernization initiatives, and technology adoption.
• Proven ability to hire, develop, and retain sales talent and consistently exceed team revenue targets.
• Extensive experience with state and local contracting vehicles, cooperative purchasing agreements, procurement mechanisms, StateRAMP, CJIS, and state-specific data privacy standards.
• Experience building channel partnerships with cloud providers, system integrators, and resellers, as well as implementing sales methodologies, CRM systems, and performance management processes.
• Bachelor’s degree or equivalent education, training, or professional experience; strong communication and relationship-building skills are required.

Culture & Benefits

• Collaborative environment focused on large-scale AI research and trustworthy, steerable AI.
• Competitive compensation with benefits and optional equity donation matching.
• Generous vacation and parental leave.
• Flexible working hours and office-based collaboration.
• Visa sponsorship may be available; Anthropic makes reasonable efforts to support eligible candidates and provides access to immigration counsel.