Anthropic· Sales· Washington, DC
Head of GovTech Sales
Classified Tasks (30)
Automate 0%Augment 50%Human-Only 50%
Augment (15)
AI assists, human decides
3. Set clear performance expectations and quotas for the GovTech sales team
leadership
5. Develop go-to-market strategies for selling directly to SIs, DIB primes, and GovTech ISVs
leadership
7. Conduct market segmentation to target GovTech partner opportunities
analytical
8. Define competitive positioning for Anthropic within the GovTech partner ecosystem
communication
9. Forecast revenue for the GovTech partner segment
analytical
11. Monitor and report pipeline health and deal progression across the partner segment
analytical
15. Assist SIs in integrating AI into their consulting practices to differentiate offerings and accelerate delivery
technical
16. Integrate Anthropic solutions into government customer workloads through partner engagements
technical
17. Establish, document, and refine sales processes, methodologies, and playbooks specific to the GovTech segment
operational
19. Align technical and commercial aspects of partner deals with cloud service providers
operational
20. Create scalable go-to-market motions in partnership with cloud providers and partners
operational
21. Synthesize market feedback and customer insights to inform product roadmap and competitive strategy
analytical
25. Implement metrics, reporting, and performance management systems for the partner sales organization
administrative
29. Maintain security and compliance standards in go-to-market and partner engagements
operational
30. Provide executive-level visibility into partner segment performance and strategic initiatives
leadership
Human-Only (15)
Requires human judgment
1. Lead and scale the GovTech sales organization to drive adoption of Anthropic AI across Systems Integrators, DIB contractors, and GovTech partners
leadership
2. Hire and onboard top sales talent for the GovTech sales team
leadership
4. Coach and develop sales team members to improve performance
leadership
6. Execute go-to-market strategies for selling to and through public sector partners
operational
10. Own GovTech revenue targets and drive team performance against quotas
leadership
12. Establish and cultivate C-suite and senior executive relationships at major SIs and DIBs
leadership
13. Serve as Anthropic’s senior point of contact for strategic partner engagement
leadership
14. Win new business by assisting SIs with prime contracts to integrate AI into their technology stacks
operational
18. Build and manage strategic relationships with cloud service providers (e.g., AWS, GCP)
leadership
22. Collaborate with product and marketing teams to translate partner feedback into product and GTM changes
communication
23. Partner with legal, compliance, and delivery teams to enable successful contract execution
operational
24. Ensure customer satisfaction across the GovTech ecosystem post-deal
operational
26. Drive team accountability and continuous improvement through performance management systems
leadership
27. Represent Anthropic at industry events, partner summits, and stakeholder meetings
communication
28. Establish Anthropic’s brand as a trusted AI partner for GovTechs through external representation
communication
Job description
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 quickly growing group of committed researchers, engineers, policy experts, and business leaders working together to build beneficial AI systems. About the role As the Head of GovTech Sales at Anthropic, you’ll lead and scale our GovTech sales organization to drive adoption of safe, frontier AI across the public sector partner ecosystem—including Systems Integrators (SIs), Defense Industrial Base (DIB) contractors, and GovTech including ISVs, startups, SMBs that primarily serve the public sector. You’ll leverage your deep understanding of the federal partner landscape and proven sales leadership to build a high-performing team while maintaining executive-level relationships with C-suite leaders at the nation’s largest SIs and DIB primes. Working closely with GTM, product, and marketing teams, you’ll define and execute our go-to-market strategy for selling to and through public sector partners while maintaining the highest standards of security and compliance. Responsibilities: • Build, lead, and scale a GovTech sales team, including hiring top talent, setting clear performance expectations, and providing coaching and development • Develop and execute go-to-market strategies for selling directly to Systems Integrators, DIB primes, and GovTech ISVs—including market segmentation, competitive positioning, and revenue forecasting • Own GovTech revenue targets and ensure team performance against quotas, while providing visibility into pipeline health and deal progression across the partner segment • Establish and cultivate C-suite and senior executive relationships at major SIs and DIBs, serving as Anthropic’s senior point of contact for strategic partner engagement • Win new business by helping SIs with prime contracts integrate AI into their technology stacks and consulting practices to differentiate their offerings, accelerate delivery, and integrate into government customer workloads. • Establish and refine sales processes, methodologies, and playbooks specific to GovTech segment. • Build and manage strategic relationships with cloud service providers (AWS, GCP) to align technical and commercial aspects of partner deals and create scalable go-to-market motions • 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 across the GovTech ecosystem • Implement metrics, reporting, and performance management systems to drive team accountability and continuous improvement across the partner sales organization • Represent Anthropic at industry events, partner summits, and with key stakeholders, establishing our brand as the trusted AI partner for GovTechs You may be a good fit if you have: • 10+ years of enterprise sales experience with 4+ years managing sales teams selling directly to SIs, DIBs, and GovTech ISVs, with a proven track record of scaling revenue and building high-performing organizations • Demonstrated ability to build, maintain, and leverage C-suite and senior executive relationships at major SIs, DIB primes, and GovTech companies—with an existing network of contacts across the federal partner ecosystem strongly preferred • Deep understanding of SI and DIB business models, buying processes, technology evaluation criteria, and how partners operate within federal procurement frameworks