Head of National Security Sales (DoW/IC)

The role

You will lead and scale a national security sales organization to drive adoption of AI across the Department of War and the Intelligence Community. You will build a high-performing team and establish strategic relationships with defense and intelligence organizations.

What you will do

• Build, lead, and scale a national security sales team
• Develop and execute go-to-market strategies for the DoW and IC
• Own overall national security revenue targets and ensure team performance against quotas
• Win new business by helping agencies integrate AI into technology stacks and mission workflows
• Establish and refine sales processes and methodologies for DoW and IC procurement
• Build and manage strategic relationships with cloud service providers and systems integrators
• Synthesize market feedback to inform product roadmap and competitive strategy
• Partner with legal, compliance, security, and delivery teams
• Maintain relationships with senior military, civilian, and IC leadership
• Implement metrics, reporting, and performance management systems

Required qualifications

• 15+ years of enterprise sales experience
• 5+ years managing sales teams selling into the DoW and/or IC
• Deep understanding of DoW and IC missions, organizational structures, and technology adoption patterns
• Active security clearance (TS/SCI required)
• Ability to hire, develop, and retain top sales talent
• Experience developing and executing go-to-market strategies for emerging technologies in national security
• Extensive experience with defense and intelligence contracting vehicles, procurement mechanisms, and compliance requirements
• Track record of exceeding team revenue targets
• Ability to build and manage strategic channel partnerships
• Excellent communication and relationship-building skills
• Experience implementing sales methodologies, CRM systems, and performance management processes
• Bachelor’s degree or an equivalent combination of education, training, and/or experience in a relevant field

Nice to have

• Existing network of contacts across the national security community

Benefits

• Competitive compensation and benefits
• Optional equity donation matching
• Generous vacation and parental leave
• Flexible working hours
• Office space

Before you apply

• We do sponsor visas

About the company

Anthropic is a public benefit corporation headquartered in San Francisco. The mission is to create reliable, interpretable, and steerable AI systems.