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.

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This role is both strategic and execution-focused, perfect for someone who thrives at the intersection of analytics and strategy. You will serve as the main point of contact for all things related to new supply, ensuring alignment between acquisition performance, vendor execution, and Airbnb’s broader growth objectives in APAC.

A typical day will involve defining and executing the strategic vision for acquisition performance across APAC, aligning regional initiatives with global priorities. You will partner with cross-functional partners to develop and manage incentive programs, set and track performance targets, and monitor outcomes against growth goals.

Your expertise will be used to lead forecasting, pipeline analysis, and capacity planning to ensure teams and vendors are resourced for success. You will drive lead prioritization and workflow optimization to maximize conversion and efficiency. You will also translate performance data into actionable insights, influencing business decisions and process improvements.

As the primary APAC point of contact for all acquisition-related initiatives, you will ensure operational alignment, data integrity, and seamless communication across global stakeholders.

We are looking for someone with 10+ years of experience in sales operations, revenue operations, or vendor management, ideally in a high-growth or global environment. You should have strong analytical, strategic, and communication skills with proven ability to translate data into business impact.

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