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

• Synthesise 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, and performance management systems to drive team accountability and continuous improvement across the partner sales organisation

• Represent Anthropic at industry events, partner summits, and with key stakeholders, establishing our brand as the trusted AI partner for GovTechs

You may be a good fit if you have:

• 10+ years of enterprise sales experience with 4+ years managing sales teams selling directly to SIs, DIBs, and GovTech ISVs, with a proven track record of scaling revenue and building high-performing organisations

• Demonstrated ability to build, maintain, and leverage C-suite and senior executive relationships at major SIs, DIB primes, and GovTech companies,with an existing network of contacts across the federal partner ecosystem strongly preferred

• Deep understanding of SI and DIB business models, buying processes, technology evaluation criteria, and how partners operate within federal procurement frameworks

• 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 sold to and through public sector partners

• Extensive experience with federal contracting vehicles, procurement mechanisms, and compliance requirements including FAR/DFAR, FedRAMP, and agency-specific security standards

• Strong track record of consistently exceeding team revenue targets and building predictable, scalable sales motions in a partner-driven model

• Proven ability to build and manage strategic channel partnerships and ecosystem relationships, including coordination with cloud providers in complex deal scenarios

• Strong technical acumen with the ability to engage credibly with partners’ engineering teams and navigate complex technical sales conversations

• Security clearances preferred

• Excellent communication and relationship-building skills across all levels, from technical teams to C-suite and senior executive leadership at partner organisations

• Experience implementing sales methodologies, CRM systems, and performance management processes

• A passion for safe and ethical AI development, with the ability to articulate its value and importance in government contexts to build trust with federal partner stakeholders

The annual compensation range for this role is $435,000-$550,000 USD.

XML job scraping automation by YubHub

You will serve as a trusted advisor and operational force multiplier, bringing deep B2B SaaS expertise to help teams achieve revenue targets while building scalable frameworks that drive industry-specific customer success.

Responsibilities:

Industry Strategy & Analysis:

Partner with sales and regional leaders to develop go-to-market strategy, motions, country/region prioritisation and sector focus and strategy. Refine industry-specific go-to-market strategies across key verticals (e.g., Financial Services, Healthcare, Technology, Retail, Manufacturing etc.)

Identify Industry customer needs, pain points etc. and share feedback cross functionally to guide solution building across global teams such as product, engineering, finance, legal etc.

Build and maintain industry-specific value propositions, use cases, and sales playbooks

Drive territory and account segmentation strategies based on industry characteristics and opportunity

Establish industry benchmarks and best practices to guide sales approach and prioritization

Work with Finance on target setting, planning and bottom-up modeling

Go-to-Market Strategy & Execution:

Develop comprehensive industry frameworks that standardize how customers in each vertical derive value from our solutions

Drive quarterly, semi-annual, and annual planning cycles for industry-focused GTM segments

Analyse industry-specific sales metrics and pipeline dynamics to develop proactive insights

Partner with Account Executives to evolve sales motions and industry best practices based on vertical nuances

Continuously evaluate market opportunities, competitive positioning, and whitespace within target industries

Cross-Functional Leadership:

Lead collaboration across Strategy and RevOps, Sales Enablement, Strategic Finance, Product, and Marketing teams to ensure industry alignment

Work with Product teams to communicate industry-specific feature requirements and market feedback

Prepare executive-level materials including industry performance reviews, strategic planning sessions, and board updates

Drive alignment across teams to ensure consistent execution of industry-specific go-to-market strategies

Partner with Marketing on industry-focused campaigns, events, and thought leadership initiatives

Operational Excellence:

Remove operational bottlenecks specific to complex industry sales cycles and compliance requirements

Execute critical processes including strategic account transitions, industry-specific CRM configurations, and vertical market data management

Optimise sales technology stack and ensure effective adoption of Salesforce and other sales tools

Establish sales process methodology, qualification criteria, and stage definitions for consistent execution

Ensure smooth operations across complex, multi-stakeholder sales motions typical in enterprise B2B software

You may be a good fit if you have:

Required qualifications:

10+ years of experience in B2B SaaS or enterprise software, with focus on sales strategy, revenue operations, industry consulting, or commercial roles

Deep expertise in one or more enterprise industry verticals with proven track record of driving growth in those markets

Strong analytical capabilities with demonstrated ability to convert complex industry data into actionable insights and strategy

Direct experience in commercial GTM roles selling or supporting sales of B2B software solutions to enterprise customers

Proven experience designing territories, setting quotas, and building variable compensation plans for enterprise sales teams

Track record of building sales capacity models, productivity frameworks, and headcount planning processes

Extensive experience with enterprise CRM systems (Salesforce required) and business intelligence tools

Proven ability to influence and partner with C-level stakeholders and senior sales leadership

Track record of developing industry-specific frameworks, sales plays, and value propositions

Bachelor's degree in business, economics, or related field

Strong candidates may also have:

Experience at high-growth B2B SaaS companies, particularly in industry-focused GTM or vertical sales roles

Background in AI/ML, cloud infrastructure, or enterprise software companies serving multiple industries

Track record of scaling sales organisations through 3x+ growth periods in B2B software, including territory expansion and comp plan evolution

MBA or advanced degree

Experience building industry-specific go-to-market motions from scratch

Track record of scaling sales organisations through 3x+ growth periods in B2B software

Direct enterprise sales or sales engineering experience in complex, multi-stakeholder environments

Experience with emerging technologies (AI, ML) in enterprise contexts

Management consulting experience with focus on industry strategy or commercial excellence

Deadline to apply: None. Applications will be reviewed on a rolling basis.

XML job scraping automation by YubHub