Anthropic· Sales· Boston, MA; New York City, NY; Washington, DC
Enterprise Account Executive, State & Local Sales - North East
Classified Tasks (15)
Automate 0%Augment 80%Human-Only 20%
Augment (12)
AI assists, human decides
Own the full sales cycle from initial outreach through deployment.
operational
Navigate state and local government procurement processes, including state-specific regulations, security standards, and agency-specific requirements.
administrative
Advise agencies on AI capabilities, implementation strategies, and use case identification.
technical
Develop and execute strategic account plans aligned with agency missions and modernization initiatives.
leadership
Coordinate with cloud service providers (AWS, GCP) and system integrators to ensure successful deployment and integration.
technical
Provide detailed market intelligence and customer feedback to product teams to inform product development and requirements.
analytical
Create and maintain sales playbooks tailored to state and local government use cases and procurement processes.
operational
Collaborate with GTM, product, and marketing teams to refine go-to-market approaches for the state and local government market.
communication
Maintain security and compliance standards in sales, deployment, and customer engagements.
operational
Collaborate across internal teams to ensure coordinated delivery of contractual commitments.
operational
Maintain accurate and appropriate documentation of customer engagements and account activities.
administrative
Enable customers to embed and deploy AI solutions and identify additional capabilities and use cases.
technical
Human-Only (3)
Requires human judgment
Drive new business and revenue growth within state and local government agencies in New York, Pennsylvania, Massachusetts, and New Jersey.
leadership
Build and maintain relationships with key decision-makers across state, county, and municipal agencies.
communication
Lead efforts to grow Anthropic’s state and local government presence while maintaining hands-on engagement with key accounts.
leadership
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 a State and Local Government Account Executive at Anthropic, you'll drive the adoption of safe, frontier AI across state and local government agencies including New York, Pennsylvania, Massachusetts and New Jersey. You'll 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 while uncovering its full range of capabilities. In collaboration with GTM, product, and marketing teams, you'll help refine our approach to the state and local government market while maintaining the highest 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 our 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 You may be a good fit if you have: 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 Deadline to apply: None. Applications will be reviewed on a rolling basis. <div class="des