Head of State and Local Government Sales

About Anthropic

Anthropic’s mission is to create reliable, interpretable, and steerable AI systems. We want AI to be safe and beneficial for our users and for society as a whole. Our team is a quickly growing group of committed researchers, engineers, policy experts, and business leaders working together to build beneficial AI systems.

About the role

As the Head of State and Local Government Sales at Anthropic, you'll lead and scale our state and local government sales organization to drive the adoption of safe, frontier AI across state agencies, counties, cities, and other local government entities throughout the United States. You'll leverage your deep understanding of state and local government operations and proven sales leadership expertise to build a high-performing team while establishing strategic relationships with key states, municipalities, and public sector partners. Working closely with GTM, product, and marketing teams, you'll define and execute our go-to-market strategy for the state and local government sector while maintaining the highest standards of security and compliance.

Key responsibilities

Build, lead, and scale a state and local government sales team, including hiring top talent, setting clear performance expectations, and providing ongoing coaching and development

Develop and execute comprehensive go-to-market strategies for state and local government, including territory design, market segmentation, competitive positioning, and revenue forecasting across a large and geographically distributed customer base

Own overall state and local government revenue targets and ensure team performance against quotas, while providing visibility into pipeline health and deal progression

Establish and cultivate relationships with governors' offices, state CIOs, agency executives, and city and county leadership, serving as Anthropic's senior point of contact for strategic engagement while empowering your team to own day-to-day customer relationships

Win new business across state and local government by helping state agencies, counties, and cities integrate AI into their technology stacks and constituent-facing and back-office workflows to accelerate delivery and improve service outcomes

Establish and refine sales processes, methodologies, and playbooks specific to state and local procurement, including cooperative purchasing agreements, statewide contracts, RFP/RFI processes, and state-specific compliance requirements

Build and manage strategic relationships with cloud service providers, system integrators, and resellers to create scalable go-to-market motions across the state and local market

Synthesize market feedback and customer insights to inform product roadmap and competitive strategy, working closely with product and marketing teams

Partner with legal, compliance, and delivery teams to ensure successful contract execution and customer satisfaction

Implement metrics, reporting, and performance management systems to drive team accountability and continuous improvement

Represent Anthropic at industry events and with key stakeholders, establishing our brand as the trusted AI partner for state and local government

Minimum qualifications

15+ years of enterprise sales experience with 5+ years managing state and local government sales teams, with a proven track record of 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 states and municipalities

Demonstrated ability to hire, develop, and retain top sales talent while creating 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, cooperative purchasing agreements, procurement mechanisms, and compliance requirements such as StateRAMP, CJIS, and state-specific data privacy standards

Strong track record of consistently exceeding team revenue targets and building predictable, scalable sales motions across a high-volume, distributed territory

Proven ability to build and manage strategic channel partnerships and ecosystem relationships, including cloud providers, system integrators, and resellers