Head of Federal Partners Sales

About the role

As the Head of GovTech Sales at Anthropic, you’ll lead and scale our GovTech 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, and performance management systems to drive team accountability and continuous improvement across the partner sales organization

•   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 organizations

•   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 organizations

•   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