Head of National Security Sales

Responsibilities

• Build, lead, and scale a national security sales team covering the Department of War (DoW) and Intelligence Community (IC), including hiring, coaching, development, and performance management.
• Develop and execute go-to-market strategies across military services, combatant commands, OSW, defense agencies, and the IC.
• Own national security revenue targets, quotas, pipeline health, forecasting, and deal progression.
• Win new business by helping commands, components, and agencies integrate AI into technology stacks and mission workflows.
• Establish sales processes, methodologies, and playbooks for DoW and IC procurement, including FAR/DFARS compliance, classified and unclassified contracting pathways, and security and accreditation requirements.
• Build strategic relationships with cloud service providers, systems integrators, and Defense Industrial Base partners.
• Synthesize customer and market feedback to inform product and competitive strategy.
• Partner with legal, compliance, security, and delivery teams on contract execution and customer satisfaction.
• Maintain relationships with senior military, civilian, and IC leadership while empowering the team to manage day-to-day relationships.
• Represent Anthropic at industry events and with national security stakeholders.

Requirements

• 10+ years of enterprise sales experience, including 4+ years managing sales teams selling into the DoW and/or IC.
• Proven success scaling revenue, exceeding team targets, and building high-performing organizations.
• Senior military, civilian, and IC relationships; an existing national security network is strongly preferred.
• Deep understanding of DoW and IC missions, structures, modernization initiatives, and technology adoption.
• Active TS/SCI security clearance and ability to discuss capabilities in classified environments.
• Experience hiring, developing, and retaining sales talent.
• Experience developing go-to-market strategies for emerging technologies in national security.
• Knowledge of defense and intelligence contracting vehicles, including OTAs and IDIQs, and requirements such as FAR/DFARS, FedRAMP, and DoW Impact Levels.
• Experience building channel partnerships with cloud providers, systems integrators, and Defense Industrial Base primes.
• Excellent communication and relationship-building skills across technical teams and senior leadership.
• Experience implementing sales methodologies, CRM systems, and performance management processes.
• Passion for safe and ethical AI development.
• Bachelor's degree or equivalent combination of education, training, and experience.

Compensation and Benefits

• Annual on-target earnings compensation range: $550,000–$700,000 USD, including target sales commissions or bonuses and base salary.
• Hybrid policy: staff are expected to work from an office at least 25% of the time, though some roles may require more.
• Visa sponsorship may be available for eligible candidates.