# Enterprise Account Executive, State & Local Sales

**Company:** [Anthropic](https://hotfix.jobs/companies/anthropic)
**Location:** New York, NY, Washington, DC
**Role:** Account Executive
**Salary:** $360k – $435k/yr
**Experience:** 7+ years
**Skills:** AWS, GCP, Salesforce, CRM, AI Sales, Government Procurement, Enterprise Sales, Cloud Integration, Strategic Account Planning, Procurement Processes
**Posted:** 2026-04-08

> Drives AI adoption and revenue growth in state and local government agencies, owning full sales cycles and navigating complex procurement. Requires 7+ years enterprise sales experience in government, deep procurement knowledge, and relationship-building skills.

## Job Description

## Responsibilities
- Drive new business and revenue growth specifically within state and local government agencies, owning the full sales cycle from initial outreach through deployment
- Navigate the unique requirements of state and local government procurement, including state-specific regulations, security standards, and agency-specific requirements
- Build and maintain relationships with key decision-makers across state, county, and municipal agencies, becoming a trusted advisor on AI capabilities and implementation
- Develop and execute strategic account plans that align with agency missions and modernization initiatives
- Coordinate closely with cloud service providers (**AWS**, **GCP**) and system integrators to ensure successful deployment and integration
- Provide detailed market intelligence and customer feedback to product teams to ensure our offerings meet state and local government requirements
- Create and maintain sales playbooks specific to state and local government use cases and procurement processes
- Take a leadership role in growing our state and local government 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

## Requirements
- **7+ years** of enterprise sales experience in the state and local government space, with a proven track record of driving adoption of emerging technologies
- Deep understanding of state and local government agency missions, challenges, and technology needs
- Demonstrated ability to balance strategic leadership with hands-on sales execution
- Experience navigating complex state and local procurement processes and compliance requirements
- Strong track record of exceeding revenue targets in the state and local government space
- Extensive experience with state and local government contracting vehicles and procurement mechanisms
- Excellent relationship-building skills across all levels, from technical teams to senior agency leadership
- Proven ability to coordinate across multiple stakeholders, including cloud providers and system integrators
- Strategic thinking combined with attention to detail in execution
- Familiarity with state-specific data privacy laws and security compliance frameworks
- A passion for safe and ethical AI development, with the ability to articulate its importance in government contexts

## Education
- **Bachelor’s degree** or an equivalent combination of education, training, and/or experience

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