Head of State and Local Government Sales

About the role

Anthropic is seeking a senior sales leader to head its State and Local Government sales effort in the United States. The role will build and scale a team that drives adoption of Anthropic’s safe, frontier AI solutions across state agencies, counties, cities and other public‑sector entities.

Key responsibilities

• Build, lead, and scale a state and local government sales team, including hiring top talent, setting performance expectations, and providing coaching.
• Develop and execute go‑to‑market strategies for the public sector, covering territory design, market segmentation, competitive positioning, and revenue forecasting.
• Own overall revenue targets for state and local government, ensuring team performance against quotas and providing pipeline visibility.
• Establish and cultivate relationships with governors' offices, state CIOs, agency executives, and city/county leadership as the senior point of contact.
• Win new business by helping agencies integrate AI into technology stacks and workflows to improve service outcomes.
• Define sales processes, methodologies, and playbooks specific to state and local procurement, including cooperative purchasing, RFP/RFI, and compliance requirements.
• Build and manage strategic relationships with cloud providers, system integrators, and resellers to create scalable go‑to‑market motions.
• Synthesize market feedback to inform product roadmap and competitive strategy, collaborating with product and marketing teams.
• Partner with legal, compliance, and delivery teams to ensure successful contract execution and customer satisfaction.

Required profile

• Deep understanding of state and local government operations.
• Proven sales leadership expertise with a track record of building high‑performing teams.
• Experience managing revenue targets and forecasting for large, geographically distributed customer bases.
• Strong relationships with public‑sector executives and ability to serve as a senior strategic liaison.
• Familiarity with state and local procurement processes, cooperative purchasing agreements, and compliance requirements.
• Ability to translate market insights into product and go‑to‑market strategies.

Required skills