Enterprise Account Executive, State & Local Sales - North East

Overview

About Anthropic: Anthropic’s mission is to create reliable, interpretable, and steerable AI systems. We want AI to be safe and beneficial for our users and for society as a whole. Our team is a growing group of researchers, engineers, policy experts, and business leaders building beneficial AI systems.

Role

State and Local Government Account Executive at Anthropic, driving the adoption of safe, frontier AI across state and local government agencies including New York, Pennsylvania, Massachusetts and New Jersey. You will leverage your deep understanding of state and local government operations and consultative sales expertise to propel revenue growth while becoming a trusted partner to customers, helping them embed and deploy AI and uncover its full range of capabilities. In collaboration with GTM, product, and marketing teams, you will refine our approach to the state and local government market while maintaining high standards of security and compliance.

Responsibilities

• Drive new business and revenue growth specifically within state and local government agencies, owning the full sales cycle from initial outreach through deployment
• Navigate the unique requirements of state and local government procurement, including state-specific regulations, security standards, and agency-specific requirements
• Build and maintain relationships with key decision-makers across state, county, and municipal agencies, becoming a trusted advisor on AI capabilities and implementation
• Develop and execute strategic account plans that align with agency missions and modernization initiatives
• Coordinate closely with cloud service providers (AWS, GCP) and system integrators to ensure successful deployment and integration
• Provide detailed market intelligence and customer feedback to product teams to ensure offerings meet state and local government requirements
• Create and maintain sales playbooks specific to state and local government use cases and procurement processes
• Take a leadership role in growing our state and local government presence while maintaining hands-on engagement with key accounts
• Collaborate across teams to ensure coordinated delivery of commitments and maintain appropriate documentation of customer engagements

Qualifications

• 7+ years of enterprise sales experience in the state and local government space specific to New York, Pennsylvania, Massachusetts and New Jersey, with a proven track record of driving adoption of emerging technologies
• Deep understanding of state and local government agency missions, challenges, and technology needs
• Demonstrated ability to balance strategic leadership with hands-on sales execution
• Experience navigating complex state and local procurement processes and compliance requirements
• Strong track record of exceeding revenue targets in the state and local government space
• Extensive experience with state and local government contracting vehicles and procurement mechanisms
• Excellent relationship-building skills across all levels, from technical teams to senior agency leadership
• Proven ability to coordinate across multiple stakeholders, including cloud providers and system integrators
• Strategic thinking combined with attention to detail in execution
• Familiarity with state-specific data privacy laws and security compliance frameworks
• A passion for safe and ethical AI development, with the ability to articulate its importance in government contexts

Compensation

Annual Salary: $360,000

Note: For sales roles, the range provided is the On Target Earnings (OTE) range, including target commissions/sales bonuses and base salary.

Deadline to apply: None. Applications will be reviewed on a rolling basis.