Head of GovTech Sales

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 ISVs, startups, and SMBs that primarily serve the public sector. You will work closely with GTM, product, and marketing teams to define and execute go‑to‑market strategy while ensuring the highest standards of security and compliance.

Key responsibilities

• Build, lead, and scale a GovTech sales team, including hiring top talent, setting performance expectations, and providing coaching.
• Develop and execute go‑to‑market strategies for selling directly to Systems Integrators, DIB primes, and GovTech ISVs, covering market segmentation, positioning, and revenue forecasting.
• Own GovTech revenue targets, ensure team performance against quotas, and provide visibility into pipeline health and deal progression.
• Establish and cultivate C‑suite and senior executive relationships at major SIs and DIBs as Anthropic’s senior point of contact.
• Win new business by helping SIs integrate AI into their technology stacks and consulting practices to differentiate offerings and accelerate delivery.
• Establish and refine sales processes, methodologies, and playbooks specific to the GovTech segment.
• Build and manage strategic relationships with cloud service providers (AWS, GCP) to align technical and commercial aspects of partner deals.
• Synthesize market feedback and customer insights to inform product roadmap and competitive strategy.
• Partner with legal, compliance, and delivery teams to ensure successful contract execution and customer satisfaction.
• Implement metrics, reporting, and performance management systems to drive team accountability and continuous improvement.
• Represent Anthropic at industry events and conferences.

Required profile

• Deep understanding of the federal partner landscape, including Systems Integrators and Defense Industrial Base contractors.
• Proven sales leadership with experience building and scaling high‑performing teams.
• Track record of establishing C‑suite relationships with major SIs and DIB primes.
• Ability to drive revenue targets, manage pipeline, and forecast sales performance.
• Strong collaboration skills with product, marketing, legal, and compliance functions.

Required skills

• AWS
• Google Cloud Platform (GCP)