Head of State and Local Government Sales

Responsibilities

• Build, lead, and scale a state and local government sales team, including hiring top talent, setting clear performance expectations, and providing ongoing coaching and development
• Develop and execute comprehensive go-to-market strategies for state and local government, including territory design, market segmentation, competitive positioning, and revenue forecasting across a large and geographically distributed customer base
• Own overall state and local government revenue targets and ensure team performance against quotas, while providing visibility into pipeline health and deal progression
• Establish and cultivate relationships with governors' offices, state CIOs, agency executives, and city and county leadership, serving as Anthropic's senior point of contact for strategic engagement while empowering your team to own day-to-day customer relationships
• Win new business across state and local government by helping state agencies, counties, and cities integrate AI into their technology stacks and constituent-facing and back-office workflows to accelerate delivery and improve service outcomes
• Establish and refine sales processes, methodologies, and playbooks specific to state and local procurement, including cooperative purchasing agreements, statewide contracts, RFP/RFI processes, and state-specific compliance requirements
• Build and manage strategic relationships with cloud service providers, system integrators, and resellers to create scalable go-to-market motions across the state and local market
• 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
• Implement metrics, reporting, and performance management systems to drive team accountability and continuous improvement

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