# Head of National Security Sales

**Company:** [Anthropic](https://hotfix.jobs/companies/anthropic)
**Location:** Washington, DC
**Role:** Account Management
**Salary:** $550k – $700k/yr
**Experience:** 10+ years
**Skills:** Enterprise Sales, Sales Leadership, Go-to-Market Strategy, Revenue Forecasting, Far/Dfars, FedRAMP, Otas, Idiqs, Ts/Sci Clearance, Crm Systems, Channel Partnerships, Cloud Service Providers, Systems Integrators, Defense Industrial Base
**Posted:** 2026-08-24

> Leads Anthropic’s national security sales organization, driving AI adoption across the Department of War and Intelligence Community. The role requires extensive enterprise sales leadership, defense and intelligence procurement expertise, active TS/SCI clearance, and senior stakeholder relationships.

## Job Description

## 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.

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