Head of State and Local Government Sales

Anthropic
Austin, Boston, New York, San Francisco, Washington
Workplace: OnsiteFull timeUSD 550,000 - 700,000 annuallyFunction: Government & Public AdministrationExperience: 10+ yearsEducation: bachelorsSkills: ["Communication","Relationship-building","Leadership","Sales leadership"]

Lead and scale Anthropic’s state and local government sales organization across the United States. Own territory design, market segmentation, competitive positioning, and revenue forecasting, while building a high-performing team. Establish senior relationships with governors’ offices, state CIOs, and local leadership, win new business to integrate AI into technology stacks, and refine sales processes tied to procurement, contracting, and compliance requirements.

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Anthropic
Anthropic
2 days ago

Head of State and Local Government Sales

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Job Summary

Lead and scale Anthropic’s state and local government sales organization across the United States. Own territory design, market segmentation, competitive positioning, and revenue forecasting, while building a high-performing team. Establish senior relationships with governors’ offices, state CIOs, and local leadership, win new business to integrate AI into technology stacks, and refine sales processes tied to procurement, contracting, and compliance requirements.
Location: Austin, Boston, New York, San Francisco, Washington
Workplace: Onsite
Employment Type: Full time
Job Function: Government & Public Administration
Seniority: Sr. Director level

Key Responsibilities

  • •Build, lead, and scale a state and local government sales team, including hiring, setting performance expectations, and providing coaching and development.
  • •Develop and execute comprehensive go-to-market strategies, including territory design, market segmentation, competitive positioning, and revenue forecasting across a distributed customer base.
  • •Own state and local revenue targets, ensuring quota performance and maintaining visibility into pipeline health and deal progression.
  • •Establish and cultivate relationships with governors’ offices, state CIOs, agency executives, and city and county leadership as the senior point of contact while empowering day-to-day customer ownership within the team.
  • •Win new business by helping government entities integrate AI into technology stacks and workflows, while establishing sales processes and playbooks for procurement, contracting, and compliance requirements.

Pay and Benefits

Salary: USD 550,000 - 700,000 annually
Perks:Parental LeavePaid Leave

Key Requirements

  • •10+ years of enterprise sales experience with 4+ years managing state and local government sales teams, including 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 jurisdictions.
  • •Proven ability to hire, develop, and retain top sales talent and create 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 and procurement/compliance requirements (e.g., cooperative purchasing, RFP/RFI, StateRAMP, CJIS, and state-specific privacy standards).
Experience:10+ yearsEnterprise salesPublic sectorState and local government
Education:Bachelor's
Skills:CommunicationRelationship-buildingLeadershipSales leadership
Languages:English
Tech Stack:CRM systemsRFPRFI

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