About the role
From the employer’s listing · Anthropic · posted 21 August 2026
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 GovTech Sales at Anthropic, you’ll lead and scale our GovTech sell-to sales organization to drive adoption of safe, frontier AI across the public sector partner ecosystem—including Systems Integrators (SIs), Defense Industrial Base (DIB) contractors, and GovTech including ISVs, startups, SMBs that primarily serve the public sector. You’ll leverage your deep understanding of the federal partner landscape and proven sales leadership to build a high-performing team while maintaining executive-level relationships with C-suite leaders at the nation’s largest SIs and DIB primes. Working closely with GTM, product, and marketing teams, you’ll define and execute our go-to-market strategy for selling to and through public sector partners while maintaining the highest standards of security and compliance.
Responsibilities:
- Build, lead, and scale a GovTech sales team, including hiring top talent, setting clear performance expectations, and providing coaching and development
- Develop and execute go-to-market strategies for selling directly to Systems Integrators, DIB primes, and GovTech ISVs—including market segmentation, competitive positioning, and revenue forecasting
- Own GovTech revenue targets and ensure team performance against quotas, while providing visibility into pipeline health and deal progression across the partner segment
- Establish and cultivate C-suite and senior executive relationships at major SIs and DIBs, serving as Anthropic’s senior point of contact for strategic partner engagement
- Win new business by helping SIs with prime contracts integrate AI into their technology stacks and consulting practices to differentiate their offerings, accelerate delivery, and integrate into government customer workloads.
- Establish and refine sales processes, methodologies, and playbooks specific to GovTech segment.
- Build and manage strategic relationships with cloud service providers (AWS, GCP) to align technical and commercial aspects of partner deals and create scalable go-to-market motions
- Synthesize market feedback and customer insights to inform product roadmap and competitive strategy, working closely with product and marketing teams
- Partner with legal, compliance, and delivery teams to ensure successful contract execution and customer satisfaction across the GovTech ecosystem
- Implement metrics, reporting, a