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Customer Success Manager, Public Sector (National Security)

Anthropic· Sales
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Hybrid (Washington, DC)$265k - $350kFull-timePosted 4w ago

About the role

Post-sales trusted advisor helping national security customers realize value from Anthropic's Claude offering on classified infrastructure, driving adoption, renewal, and expansion while ensuring safety and discretion.

Responsibilities

  • Partner with the account executive and Applied AI architect to understand the customer's mission requirements and translate them into an account and success plan.
  • Serve as the primary post-sales advisor throughout Claude adoption—from deployment to enablement, model migration, renewal, and expansion, building trusted relationships with senior stakeholders and coordinating with cleared cloud providers and internal teams.
  • Support customers building with Claude Code, the Claude API, and Claude for Government on classified infrastructure—capacity planning, workload onboarding, and understanding accreditation requirements (FedRAMP High, IL5/IL6, classified-fabric).
  • Create and deliver enablement and executive content for diverse audiences, from hands-on Claude Code enablement to mission-value conversations with senior agency leadership.
  • Help customers develop evaluation frameworks and measure adoption and value without direct telemetry, guiding model migration and release readiness.
  • Drive consumption and adoption within a fixed compute pool, onboard workloads, and document mission value in outcome terms to support renewals and expansion.
  • Own Executive Business Reviews to align sponsor commitments and next steps, serving as the conduit between customer, cleared cloud providers, and Anthropic.
  • Identify common adoption patterns and hero workflows, contributing insights to Product, Engineering, Research, and Policy while maintaining separation of classified/unclassified channels.
  • Work onsite frequently at customer facilities for enablement, workshops, and relationship building within security and need-to-know rules.
  • Maintain knowledge of LLM capabilities, Claude Code implementations, and national security AI policy.

Qualifications

  • U.S. citizenship with an active TS/SCI security clearance with a current full-scope polygraph (or TS/SCI with CI polygraph where crossover is supportable).
  • Prior experience working with US national security agencies (defense and/or intelligence) at AI leadership, platform, and compute levels.
  • 5+ years in customer-facing roles (e.g., Customer Success Manager, Technical Account Manager, Solutions Architect, or Consultant) with onsite work in the National Capital Region 3-4 days per week.
  • Experience with consumption-based products (tokens, throughput, capacity) and seat-based products; ability to measure adoption and value without direct usage data.
  • Technical fluency in AI/ML concepts, API integration, and Claude Code; familiarity with LLM frameworks and hands-on experience with an LLM API or coding agent is a plus.
  • Strong ability to communicate technical concepts to diverse stakeholders and maintain discretion in sensitive environments.
  • Judgment, poise under pressure, and a strategic mindset to translate mission opportunities into expansion plans.
  • Willingness to collaborate across internal and external stakeholders, balancing competing priorities to advance customer missions.
  • Passion for safe, beneficial AI in national security and a collaborative, roll-up-your-sleeves attitude.

Skills

Required:Customer Success / Account ManagementTechnical communicationSecurity and accreditation awarenessAI/ML concepts and Claude ecosystem

Benefits

  • Competitive compensation
  • Optional equity donation matching
  • Generous vacation and parental leave
  • Flexible working hours
  • Office space in a collaborative environment
Last updated Sep 23, 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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