Head of Federal Partners Sales

Responsibilities

• Build, lead, and scale a GovTech sales team, including hiring top talent, setting clear performance expectations, and providing coaching and development
• Develop and execute go-to-market strategies for selling directly to Systems Integrators, DIB primes, and GovTech ISVs—including market segmentation, competitive positioning, and revenue forecasting
• Own GovTech revenue targets and ensure team performance against quotas, while providing visibility into pipeline health and deal progression across the partner segment
• Establish and cultivate C-suite and senior executive relationships at major SIs and DIBs, serving as Anthropic’s senior point of contact for strategic partner engagement
• Win new business by helping SIs with prime contracts integrate AI into their technology stacks and consulting practices to differentiate their offerings, accelerate delivery, and integrate into government customer workloads
• Establish and refine sales processes, methodologies, and playbooks specific to GovTech segment
• Build and manage strategic relationships with cloud service providers (AWS, GCP) to align technical and commercial aspects of partner deals and create scalable go-to-market motions
• 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 across the GovTech ecosystem
• Implement metrics, reporting, and performance management systems to drive team accountability and continuous improvement across the partner sales organization
• Represent Anthropic at industry events, partner summits, and with key stakeholders, establishing our brand as the trusted AI partner for GovTechs

Requirements

• 10+ years of enterprise sales experience with 4+ years managing sales teams selling directly to SIs, DIBs, and GovTech ISVs, with a proven track record of scaling revenue and building high-performing organizations
• Demonstrated ability to build, maintain, and leverage C-suite and senior executive relationships at major SIs, DIB primes, and GovTech companies—with an existing network of contacts across the federal partner ecosystem strongly preferred
• Deep understanding of SI and DIB business models, buying processes, technology evaluation criteria, and how partners operate within federal procurement frameworks
• 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 sold to and through public sector partners
• Extensive experience with federal contracting vehicles, procurement mechanisms, and compliance requirements including FAR/DFAR, FedRAMP, and agency-specific security standards
• Strong track record of consistently exceeding team revenue targets and building predictable, scalable sales motions in a partner-driven model
• Proven ability to build and manage strategic channel partnerships and ecosystem relationships, including coordination with cloud providers in complex deal scenarios
• Strong technical acumen with the ability to engage credibly with partners’ engineering teams and navigate complex technical sales conversations
• Security clearances preferred
• Excellent communication and relationship-building skills across all levels, from technical teams to C-suite and senior executive leadership at partner organizations
• Experience implementing sales methodologies, CRM systems, and performance management processes

Compensation

Annual OTE: $435,000—$550,000 USD (includes base salary and sales commissions/bonuses)