Head of National Security Sales (DoW/IC)
Anthropic
$550,000 - $700,000 / year
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Description
About Anthropic
Anthropic’s mission is to create reliable, interpretable, and steerable AI systems. We want AI to be safe and beneficial for our users and for society as a whole. Our team is a quickly growing group of committed researchers, engineers, policy experts, and business leaders working together to build beneficial AI systems.
About the role
As the Head of National Security Sales (DoW/IC) at Anthropic, you'll lead and scale our national security sales organization to drive the adoption of safe, frontier AI across the Department of War and the Intelligence Community. You'll leverage your deep understanding of defense and intelligence missions and proven sales leadership expertise to build a high-performing team while establishing strategic relationships with key defense and intelligence organizations. Working closely with GTM, product, policy, engineering and marketing teams, you'll define and execute our go-to-market strategy for the DoW and IC while maintaining the highest standards of security and compliance.
Key responsibilities
- Build, lead, and scale a national security sales team covering the DoW and IC, including hiring top talent, setting clear performance expectations, and providing ongoing coaching and development
- Develop and execute comprehensive go-to-market strategies for the DoW (including the military services, combatant commands, OSW, and defense agencies) and the IC, including market segmentation, competitive positioning, and revenue forecasting
- Anchor the team's work in mission impact: prioritize opportunities where safe, frontier AI materially changes how commands and agencies plan, analyze, and operate, and measure success by outcomes delivered to those who serve
- Own overall national security revenue targets and ensure team performance against quotas, while providing visibility into pipeline health and deal progression
- Win new business across the DoW and IC by helping commands, components, and agencies integrate AI into their technology stacks and mission workflows to accelerate delivery and mission outcomes
- Establish and refine sales processes, methodologies, and playbooks specific to DoW and IC procurement, including FAR/DFARS compliance, classified and unclassified contracting pathways, and agency-specific security and accreditation requirements
- Build and manage strategic relationships with cloud service providers, systems integrators, and Defense Industrial Base partners to create scalable go-to-market motions across classified and unclassified environments
- Synthesize market feedback and customer insights to inform product roadmap and competitive strategy, working closely with product and marketing teams
- Partner with legal, compliance, security, and delivery teams to ensure successful contract execution and customer satisfaction
- Maintain visibility and relationships with senior military, civilian, and IC leadership while empowering your team to own day-to-day customer relationships
- Implement metrics, reporting, and performance management systems to drive team accountability and continuous improvement
- Represent Anthropic at industry events and with key stakeholders, establishing our brand as the trusted AI partner for the national security community
Minimum qualifications
- 15+ years of enterprise sales experience with 5+ years managing sales teams selling into the DoW and/or IC, with a proven track record of scaling revenue and building high-performing organizations
- Demonstrated ability to build, maintain, and leverage senior military, civilian, and leadership relationships across the DoW and IC—with an existing network of contacts across the national security community strongly preferred
- Deep understanding of DoW and IC missions, organizational structures, modernization initiatives, and technology adoption patterns across multiple services, commands, and agencies
- Active security clearance (TS/SCI required) with ability to discuss capabilities in classified environments
- Demonstrated ability to hire, develop, and retain top sales talent while creating a culture of performance and accountability
- Experience developing and executing go-to-market strategies for emerging technologies in the national security space
- Extensive experience with defense and intelligence contracting vehicles, procurement mechanisms (including OTAs and IDIQs), and compliance and accreditation requirements such as FAR/DFARS, FedRAMP, and DoW Impact Levels
- Strong track record of consistently exceeding team revenue targets and building predictable, scalable sales motions
- Proven ability to build and manage strategic channel partnerships and ecosystem relationships, including cloud providers, systems integrators, and Defense Industrial Base primes
- Excellent communication and relationship-building skills across all levels, from technical teams to senior military, civilian, and IC leadership
- Experience implementing sales methodologies, CRM systems, and performance management processes
- A passion for safe and ethical AI development, with the ability to articulate its importance in national security contexts and build trust with DoW and IC stakeholders
Deadline to apply: None. Applications will be reviewed on a rolling basis.
The annual compensation range for this role is listed below.
For sales roles, the range provided is the role’s On Target Earnings ("OTE") range, meaning that the range includes both the sales commissions/sales bonuses target and annual base salary for the role.
Logistics
Minimum education: Bachelor’s degree or an equivalent combination of education, training, and/or experience
Required field of study: A field relevant to the role as demonstrated through coursework, training, or professional experience
Minimum years of experience: Years of experience required will correlate with the internal job level requirements for the position
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.
Visa sponsorship: We do sponsor visas! However, we aren't able to successfully sponsor visas for every role and every candidate. But if we make you an offer, we will make every reasonable effort to get you a visa, and we retain an immigration lawyer to help with this.
We encourage you to apply even if you do not believe you meet every single qualification. Not all strong candidates will meet every single qualification as listed. Research shows that people who identify as being from underrepresented groups are more prone to experiencing imposter syndrome and doubting the strength of their candidacy, so we urge you not to exclude yourself prematurely and to submit an application if you're interested in this work. We think AI systems like the ones we're building have enormous social and ethical implications. We think this makes representation even more important, and we strive to include a range of diverse perspectives on our team.
Your safety matters to us. To protect yourself from potential scams, remember that Anthropic recruiters only contact you from @anthropic.com email addresses. In some cases, we may partner with vetted recruiting agencies who will identify themselves as working on behalf of Anthropic. Be cautious of emails from other domains. Legitimate Anthropic recruiters will never ask for money, fees, or banking information before your first day. If you're ever unsure about a communication, don't click any links—visit anthropic.com/careers directly for confirmed position openings.
How we're different
We believe that the highest-impact AI research will be big science. At Anthropic we work as a single cohesive team on just a few large-scale research efforts. And we value impact — advancing our long-term goals of steerable, trustworthy AI — rather than work on smaller and more specific puzzles. We view AI research as an empirical science, which has as much in common with physics and biology as with traditional efforts in computer science. We're an extremely collaborative group, and we host frequent research discussions to ensure that we are pursuing the highest-impact work at any given time. As such, we greatly value communication skills.
The easiest way to understand our research directions is to read our recent research. This research continues many of the directions our team worked on prior to Anthropic, including: GPT-3, Circuit-Based Interpretability, Multimodal Neurons, Scaling Laws, AI & Compute, Concrete Problems in AI Safety, and Learning from Human Preferences.
Come work with us!
Anthropic is a public benefit corporation headquartered in San Francisco. We offer competitive compensation and benefits, optional equity donation matching, generous vacation and parental leave, flexible working hours, and a lovely office space in which to collaborate with colleagues. Guidance on Candidates' AI Usage: Learn about our policy for using AI in our application process.
Benefits
- stock options
- parental leave
About this role
Anthropic is seeking an experienced national security sales leader to build and scale a team focused on bringing safe AI capabilities to the Department of Defense and Intelligence Community. This role requires someone with 15+ years of enterprise sales experience, including at least five years managing teams selling into defense and intelligence agencies, plus an active TS/SCI clearance. You'll own revenue targets across the DoW and IC while developing go-to-market strategies tailored to the unique procurement, compliance, and accreditation requirements of these sectors—including FAR/DFARS, FedRAMP, and impact level certifications.
The position demands deep familiarity with defense and intelligence missions, organizational structures, and technology adoption patterns, along with an established network of senior military, civilian, and IC leadership contacts. You'll hire and develop a high-performing sales organization, establish strategic partnerships with cloud providers and systems integrators, synthesize customer feedback to inform product strategy, and represent Anthropic as a trusted AI partner within the national security community. Success means consistently exceeding revenue targets while anchoring the team's work in mission impact—prioritizing opportunities where frontier AI materially changes how commands and agencies plan, analyze, and operate.
This is a contract position based in Washington, DC, with an on-target earnings range of $550,000 to $700,000. The role suits someone with proven sales leadership in the defense industrial base who understands both the technical and political dimensions of technology adoption in government, and who is genuinely committed to the responsible development and deployment of AI in national security contexts.
How this employer is doing
solid
- News: Recently Raised Funding
- Leadership Change
- Recently Raised Funding
In the news
Amazon 3.7 GW Campus and Anthropic $13.7B Deal Lead U.S. Data Center Expansion, Ein Presswire
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Pay for this role
$550,000 to $700,000 per year
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