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Anthropic is seeking a Head of State and Local Government Sales to lead and scale the company's sales organization focused on driving AI adoption across U.S. state agencies, counties, cities, and local government entities. This is a VP-level role with significant scope: you will build and manage a high-performing sales team, develop comprehensive go-to-market strategies tailored to the public sector, and own revenue targets across a geographically distributed customer base.
Key responsibilities include hiring and coaching top sales talent, designing territory strategies and market segmentation, establishing strategic relationships with governors' offices, state CIOs, and agency executives, and winning new business by helping government entities integrate AI into their technology stacks and workflows. You will develop sales processes specific to state and local procurement, including cooperative purchasing agreements, statewide contracts, and RFP/RFI handling. You'll also build and manage strategic partnerships with cloud providers, system integrators, and resellers to create scalable go-to-market motions.
The role requires deep expertise in state and local government operations, budget cycles, and modernization initiatives. You will synthesize market feedback to inform product strategy, partner with legal and compliance teams on contract execution, and implement performance management systems. You'll represent Anthropic at industry events and serve as the senior point of contact for strategic government stakeholder engagement.
Required qualifications include 10+ years of enterprise sales experience with 4+ years managing state and local government sales teams. You must have extensive knowledge of state and local contracting vehicles, procurement mechanisms, and compliance standards (StateRAMP, CJIS, state data privacy). A proven track record of scaling revenue, building predictable sales motions, and exceeding team targets is essential. Strong communication skills across technical and executive levels, plus passion for safe and ethical AI, are critical.
