# Enterprise Account Executive, DOD/IC

**Company:** [Anthropic](https://hotfix.jobs/companies/anthropic)
**Location:** Washington, DC
**Role:** Account Executive
**Salary:** $360k – $435k/yr
**Experience:** 7+ years
**Skills:** Dfar Compliance, Itar/Ear, Sewp, Cio-Sp3, Gsa, Security Clearance, Ts/Sci, Dod/Ic Procurement, Ai Deployment, Classified Environments
**Posted:** 2026-02-12

> Drive AI adoption and revenue growth within DOD/IC agencies, owning full sales cycles while navigating complex procurement, compliance, and security requirements. Requires 7+ years enterprise sales experience in DOD/IC with active security clearance.

## Job Description

## Responsibilities:
- Drive new business and revenue growth specifically within DOD/IC agencies, owning the full sales cycle from initial outreach through deployment
- Navigate the unique requirements of DOD/IC procurement, including DFAR compliance, ITAR/EAR regulations, security clearance requirements, and agency-specific security protocols
- Build and maintain relationships with key decision-makers across DOD/IC agencies, becoming a trusted advisor on AI capabilities and implementation in classified and unclassified environments
- Develop and execute strategic account plans that align with mission requirements, operational needs, and modernization initiatives
- Coordinate closely with cleared cloud service providers and cleared system integrators to ensure successful deployment and integration
- Provide detailed market intelligence and customer feedback to product teams to ensure our offerings meet DOD/IC requirements, including classification levels and air-gapped environments
- Create and maintain sales playbooks specific to DOD/IC use cases, procurement processes, and security requirements
- Take a leadership role in growing our DOD/IC presence while maintaining hands-on engagement with key accounts
- Collaborate across teams to ensure coordinated delivery of commitments and maintain appropriate documentation of customer engagements with proper security protocols

## You may be a good fit if you have:
- 7+ years of enterprise sales experience in the DOD/IC space, with a proven track record of driving adoption of emerging technologies
- Deep understanding of DOD/IC agency missions, operational challenges, and technology needs across classification levels
- Active security clearance (TS/SCI preferred) with ability to discuss capabilities in classified environments
- Demonstrated ability to balance strategic leadership with hands-on sales execution in high-security environments
- Experience navigating complex DOD/IC procurement processes, including knowledge of SEWP, CIO-SP3, GSA, and other relevant contracting vehicles
- Strong track record of exceeding revenue targets in the DOD/IC space
- Extensive experience with DOD/IC contracting vehicles, procurement mechanisms, and security compliance requirements
- Excellent relationship-building skills across all levels, from technical teams to senior agency leadership, including military and civilian leadership
- Proven ability to coordinate across multiple stakeholders, including cleared cloud providers, cleared system integrators, and security personnel
- Strategic thinking combined with attention to detail in execution, particularly regarding security protocols
- A passion for safe and ethical AI development, with the ability to articulate its importance in national security contexts

**Logistics**

**Education requirements:** We require at least a Bachelor's degree in a related field or equivalent experience.

**Location-based hybrid policy:** Currently, we expect all staff to be in one of our offices at least 25% of the time. However, some roles may require more time in our offices.

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