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Anthropic is seeking a Head of National Security Sales to lead and scale the company's sales organization focused on the Department of War and Intelligence Community. This is a VP-level role responsible for building, leading, and scaling a national security sales team while establishing strategic relationships with key defense and intelligence organizations.
Key responsibilities include: building and leading a sales team covering DoW and IC with hiring, performance management, and development; developing and executing comprehensive go-to-market strategies for military services, combatant commands, and intelligence agencies; owning national security revenue targets and ensuring team performance against quotas; winning new business by helping organizations integrate AI into their technology stacks and mission workflows; establishing sales processes specific to DoW and IC procurement including FAR/DFARS compliance and classified contracting pathways; building strategic relationships with cloud providers, systems integrators, and Defense Industrial Base partners; synthesizing market feedback to inform product roadmap and competitive strategy; partnering with legal, compliance, security, and delivery teams on contract execution; maintaining visibility with senior military, civilian, and IC leadership; implementing metrics and performance management systems; and representing Anthropic at industry events.
Required qualifications: 10+ years enterprise sales experience with 4+ years managing sales teams selling into DoW/IC; demonstrated ability to build and leverage senior military and leadership relationships with existing national security network preferred; deep understanding of DoW and IC missions, organizational structures, and technology adoption patterns; active TS/SCI security clearance required; proven ability to hire, develop, and retain top sales talent; experience developing go-to-market strategies for emerging technologies in national security; extensive experience with defense and intelligence contracting vehicles, procurement mechanisms (OTAs, IDIQs), and compliance requirements (FAR/DFARS, FedRAMP, DoW Impact Levels); strong track record of exceeding team revenue targets; ability to build and manage strategic channel partnerships; excellent communication and relationship-building skills across all levels; experience implementing sales methodologies and CRM systems; and passion for safe and ethical AI development.
