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Salary: USD 265,000 - 350,000 / annual
Anthropic is seeking a Customer Success Manager for its Public Sector team to serve as a trusted post-sales advisor to U.S. national security customers (defense and intelligence agencies). You will drive adoption and value realization of Claude, Claude Code, the Claude API, and Claude for Government (C4G) on classified infrastructure delivered through cleared cloud providers.
In this role, you will partner closely with Sales, Applied AI, Product, Engineering, and Policy teams to guide customers from deployment through enablement, model migration, renewal, and expansion. You will develop strategic partnerships across customers' AI leadership, platform and compute teams, security and accreditation officials, and mission operators—as well as with cleared cloud providers and system integrators.
Key responsibilities include:
- Translating customer mission requirements into account and success plans aligned with technical implementation
- Serving as the primary post-sales advisor throughout the Claude adoption journey, building trusted relationships across senior stakeholders
- Supporting customers with Claude Code, Claude API, and C4G on classified infrastructure, including capacity planning, workload onboarding, and accreditation requirements (FedRAMP High, IL5/IL6, classified-fabric accreditation)
- Creating and delivering tailored enablement and executive content for diverse audiences, from hands-on technical training to mission-value conversations with senior agency leadership
- Developing evaluation frameworks and measuring adoption and value without direct telemetry (provider capacity reports, customer dashboards, workload registries)
- Driving consumption and adoption across fixed compute pools, discovering new mission workloads, and documenting value in mission-outcome terms
- Owning Executive Business Reviews as discovery and alignment sessions
- Identifying adoption patterns and hero workflows, contributing insights to Product, Engineering, Research, and Policy teams
- Working onsite frequently at customer facilities (3-4 days per week in the National Capital Region) for enablement, workshops, and relationship building
- Maintaining strong knowledge of LLM capabilities, agentic patterns, and national security AI policy
You will work in a complex, high-stakes environment where much of the work happens onsite on classified systems, requiring deep understanding of mission-driven constraints: classified-fabric accreditation, fixed compute capacity, compartmentation, limited telemetry, and need-to-know discipline.
REQUIREMENTS:
- U.S. citizenship and active TS/SCI security clearance with current full-scope polygraph (TS/SCI with CI polygraph may be considered where crossover is supportable)
- Prior experience working with U.S. national security agencies (defense and/or intelligence) at the level of AI leadership, platform, and compute teams; working knowledge of how national security agencies accredit, budget, govern compute, and measure mission
- 5+ years in customer-facing roles (Customer Success Manager, Technical Account Manager, Solutions Architect, or Consultant) navigating complex stakeholder environments
- Ability to work onsite at customer facilities in the National Capital Region 3-4 days per week
- Experience driving success with consumption-based products (tokens, throughput, capacity) and seat-based products; ability to measure adoption and value without direct usage visibility
- Technical fluency with AI/ML concepts, API integration patterns, and agentic tooling such as Claude Code; familiarity with LLM frameworks, tools, and evaluation approaches; hands-on experience building with an LLM API or coding agent is a strong plus
- Exceptional ability to build relationships and communicate technical concepts to diverse stakeholders (engineering, platform, security, accreditation officials, senior leadership)
- Strong judgment and discretion; never over-promises; practices need-to-know as a reflex; maintains composure under pressure; strategic mindset for identifying mission transformation opportunities
- Enthusiasm for cross-organizational collaboration, working through trade-offs, and balancing competing priorities
- Passion for thinking creatively about safe and beneficial AI for national security missions
- Bachelor's degree or equivalent combination of education, training, and professional experience in a field relevant to the role
