Head of National Security Sales (DoW/IC)

Anthropic
Washington
Workplace: OnsiteFull timeUSD 550,000 - 700,000 annuallyFunction: SalesExperience: 10+ yearsEducation: bachelorsSkills: ["Relationship-building","Communication","Sales leadership","Performance management","Strategic planning"]

Lead and scale Anthropic’s national security sales organization to drive adoption of safe, frontier AI across the Department of War and the Intelligence Community. Own go-to-market strategy, revenue targets, forecasting, and pipeline performance, while winning new business and integrating AI into customer workflows. Build DoW/IC-specific sales processes with FAR/DFARS compliance and classified/unclassified pathways, partner with cloud and systems integrators, and represent Anthropic with senior national security leadership.

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Anthropic
Anthropic
2 days ago

Head of National Security Sales (DoW/IC)

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Job Summary

Lead and scale Anthropic’s national security sales organization to drive adoption of safe, frontier AI across the Department of War and the Intelligence Community. Own go-to-market strategy, revenue targets, forecasting, and pipeline performance, while winning new business and integrating AI into customer workflows. Build DoW/IC-specific sales processes with FAR/DFARS compliance and classified/unclassified pathways, partner with cloud and systems integrators, and represent Anthropic with senior national security leadership.
Location: Washington
Workplace: Onsite
Employment Type: Full time
Job Function: Sales
Seniority: Sr. Director level

Key Responsibilities

  • •Build, lead, and scale a national security sales team covering DoW and IC, including hiring, performance expectations, coaching, and development.
  • •Develop and execute go-to-market strategies for DoW and IC, including market segmentation, competitive positioning, and revenue forecasting.
  • •Prioritize mission-impact opportunities and measure success by outcomes delivered to commands and agencies.
  • •Own national security revenue targets and ensure team performance against quotas, with visibility into pipeline health and deal progression.
  • •Establish and refine sales processes, methodologies, and playbooks for DoW/IC procurement, including compliance and contracting pathways across classified and unclassified environments.

Pay and Benefits

Salary: USD 550,000 - 700,000 annually
Perks:Paid LeaveParental Leave

Key Requirements

  • •10+ years of enterprise sales experience, including 4+ years managing sales teams selling into DoW and/or IC.
  • •Proven ability to build, maintain, and leverage senior military/civilian/IC relationships, with an existing national security network strongly preferred.
  • •Deep understanding of DoW/IC missions, organizational structures, modernization initiatives, and technology adoption patterns across services, commands, and agencies.
  • •Active security clearance (TS/SCI required) with ability to discuss capabilities in classified environments.
  • •Experience developing and executing go-to-market strategies for emerging technologies in the national security space, including defense/intelligence contracting vehicles and compliance (FAR/DFARS, FedRAMP, DoW Impact Levels).
Experience:10+ years
Education:Bachelor's in A field relevant to the role as demonstrated through coursework, training, and/or professional experience
Skills:Relationship-buildingCommunicationSales leadershipPerformance managementStrategic planning
Languages:English
Tech Stack:FAR/DFARSFedRAMPCRM

Eligibility

Work Authorization:Sponsorship available.
Security Clearance:TS/SCI

Company Brief

Anthropic
Develops large-scale AI systems and safety research to create reliable, steerable, and interpretable AI assistants and models for commercial and research applications.
Industry: AI & Machine Learning
Company Size: Enterprise (1,001+ employees)
Growth: Scaleup
Valuation: Unicorn (USD 1B+)
Funding: Series C
Headquarters: San Francisco, United States
Founded: 2021
WebsiteLinkedIn