Head of National Security Sales (DoW/IC) at Anthropic

About the role

As the Head of National Security Sales (DoW/IC) at Anthropic, you'll lead and scale our national security sales organization to drive the adoption of safe, frontier AI across the Department of War and the Intelligence Community. You'll leverage your deep understanding of defense and intelligence missions and proven sales leadership expertise to build a high-performing team while establishing strategic relationships with key defense and intelligence organizations. Working closely with GTM, product, policy, engineering and marketing teams, you'll define and execute our go-to-market strategy for the DoW and IC while maintaining the highest standards of security and compliance.

Key responsibilities

• Build, lead, and scale a national security sales team covering the DoW and IC, including hiring top talent, setting clear performance expectations, and providing ongoing coaching and development
• Develop and execute comprehensive go-to-market strategies for the DoW (including the military services, combatant commands, OSW, and defense agencies) and the IC, including market segmentation, competitive positioning, and revenue forecasting
• Anchor the team's work in mission impact: prioritize opportunities where safe, frontier AI materially changes how commands and agencies plan, analyze, and operate, and measure success by outcomes delivered to those who serve
• Own overall national security revenue targets and ensure team performance against quotas, while providing visibility into pipeline health and deal progression
• Win new business across the DoW and IC by helping commands, components, and agencies integrate AI into their technology stacks and mission workflows to accelerate delivery and mission outcomes
• Establish and refine sales processes, methodologies, and playbooks specific to DoW and IC procurement, including FAR/DFARS compliance, classified and unclassified contracting pathways, and agency-specific security and accreditation requirements
• Build and manage strategic relationships with cloud service providers, systems integrators, and Defense Industrial Base partners to create scalable go-to-market motions across classified and unclassified environments
• Synthesize market feedback and customer insights to inform product roadmap and competitive strategy, working closely with product and marketing teams
• Partner with legal, compliance, security, and delivery teams to ensure successful contract execution and customer satisfaction
• Maintain visibility and relationships with senior military, civilian, and IC leadership while empowering your team to own day-to-day customer relationships
• Implement metrics, reporting, and performance management systems to drive team accountability and continuous improvement
• Represent Anthropic at industry events and with key stakeholders, establishing our brand as the trusted AI partner for the national security community

Minimum qualifications

• 15+ years of enterprise sales experience with 5+ years managing sales teams selling into the DoW and/or IC, with a proven track record of scaling revenue and building high-performing organizations
• Demonstrated ability to build, maintain, and leverage senior military, civilian, and leadership relationships across the DoW and IC—with an existing network of contacts across the national security community strongly preferred
• Deep understanding of DoW and IC missions, organizational structures, modernization initiatives, and technology adoption patterns across multiple services, commands, and agencies
• Active security clearance (TS/SCI required) with ability to discuss capabilities in classified environments
• 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 in the national security space
• Extensive experience with defense and intelligence contracting vehicles, procuremen

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