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Head of State and Local Government Sales

Anthropic· Sales
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Hybrid (multiple domestic locations)$550k - $700kFull-timePosted 2mo ago

About the role

Lead and scale Anthropic’s state and local government sales organization to drive adoption of safe, frontier AI across state agencies, counties, cities, and other local government entities in the United States; develop go-to-market strategy, build a high-performing team, and ensure security and compliance.

Responsibilities

  • Build, lead, and scale a state and local government sales team, including hiring top talent, setting clear performance expectations, and providing ongoing coaching and development
  • Develop and execute comprehensive go-to-market strategies for state and local government, including territory design, market segmentation, competitive positioning, and revenue forecasting across a large and geographically distributed customer base
  • Own overall state and local government revenue targets and ensure team performance against quotas, while providing visibility into pipeline health and deal progression
  • Establish and cultivate relationships with governors' offices, state CIOs, agency executives, and city and county leadership, serving as Anthropic's senior point of contact for strategic engagement while empowering your team to own day-to-day customer relationships
  • Win new business across state and local government by helping state agencies, counties, and cities integrate AI into their technology stacks and constituent-facing and back-office workflows to accelerate delivery and improve service outcomes
  • Establish and refine sales processes, methodologies, and playbooks specific to state and local procurement, including cooperative purchasing agreements, statewide contracts, RFP/RFI processes, and state-specific compliance requirements
  • Build and manage strategic relationships with cloud service providers, system integrators, and resellers to create scalable go-to-market motions across the state and local market
  • Synthesize market feedback and customer insights to inform product roadmap and competitive strategy, working closely with product and marketing teams
  • Partner with legal, compliance, and delivery teams to ensure successful contract execution and customer satisfaction
  • Implement metrics, reporting, and performance management systems to drive team accountability and continuous improvement
  • Represent Anthropic at industry events and with key stakeholders, establishing our brand as the trusted AI partner for state and local government

Qualifications

  • 15+ years of enterprise sales experience with 5+ years managing state and local government sales teams, with a proven track record of scaling revenue and building high-performing organizations
  • Deep understanding of state and local government missions, budget and legislative cycles, modernization initiatives, and technology adoption patterns across multiple states and municipalities
  • Demonstrated ability to hire, develop, and retain top sales talent while creating a culture of performance and accountability
  • Experience developing and executing go-to-market strategies for emerging technologies in the state and local government space
  • Extensive experience with state and local contracting vehicles, cooperative purchasing agreements, procurement mechanisms, and compliance requirements such as StateRAMP, CJIS, and state-specific data privacy standards
  • Strong track record of consistently exceeding team revenue targets and building predictable, scalable sales motions across a high-volume, distributed territory
  • Proven ability to build and manage strategic channel partnerships and ecosystem relationships, including cloud providers, system integrators, and resellers
  • Excellent communication and relationship-building skills across all levels, from technical teams to state CIOs, agency executives, and elected and appointed officials
  • Experience implementing sales methodologies, CRM systems, and performance management processes
  • A passion for safe and ethical AI development, with the ability to articulate its importance in government contexts and build trust with state and local stakeholders

Skills

Required:Enterprise salesLeadership and managementGo-to-market strategyPublic sector contracting

Benefits

  • Competitive compensation and benefits
  • Optional equity donation matching
  • Generous vacation and parental leave
  • Flexible working hours
  • Office space for collaboration
Last updated Sep 2, 2026. Interested? Apply on the company site.

About Anthropic

building reliable, interpretable, and steerable AI systems

Anthropic is an AI safety and research company that's working to build reliable, interpretable, and steerable AI systems.

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