Enterprise Account Executive – State & Local Sales

Anthropic

Account Executive at Anthropic driving the adoption of safe AI in state and local governments. Collaborating with teams to enhance government operations through AI capabilities.

Posted 7/15/2026full-timeSan Francisco • California, New York • 🇺🇸 United StatesMid-LevelSenior💰 $290,000 - $360,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates extensive experience in enterprise sales within state and local government, with a strong focus on navigating procurement processes and compliance requirements. Proven ability to build relationships with key decision-makers and execute strategic account plans that align with agency missions.

Highest-signal resume keywords

Enterprise Sales ExperienceState And Local Government ProcurementRelationship-Building SkillsStrategic Account PlanningCloud Service Coordination

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales Cycle ManagementRevenue Growth StrategiesMarket Intelligence AnalysisContracting Vehicles KnowledgeCompliance Requirements Navigation

Soft Skills

Strategic ThinkingAttention To DetailCollaborationLeadership

Tools & Technologies

AWSGCP

Industry Keywords

State And Local GovernmentData Privacy LawsSecurity Compliance FrameworksAI ImplementationAgency-Specific Requirements

Tech Stack

Tools & technologies

AWSCloudGoogle Cloud Platform

About the role

Key responsibilities & impact

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

What you’ll need

5+ years of enterprise sales experience in the state and local government space
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.

Benefits

Comp & perks

Competitive compensation
Flexible working hours
Generous vacation
Parental leave
Optional equity donation matching