Enterprise Account Executive, State & Local Sales

The Enterprise Account Executive, State & Local Sales at Anthropic is responsible for driving new business and revenue growth within state and local government agencies. This involves managing the entire sales cycle, building relationships with key decision-makers, and executing strategic account plans that align with agency missions. Additionally, you'll need to navigate complex procurement processes and collaborate with cloud service providers and system integrators to ensure successful deployments.

To qualify for the Enterprise Account Executive position at Anthropic, candidates should have at least 5 years of enterprise sales experience specifically within the state and local government space. A deep understanding of governmental operations and technology needs is crucial, along with a proven track record of exceeding revenue targets and familiarity with state procurement mechanisms. Strong relationship-building skills and the ability to coordinate with multiple stakeholders are also key qualifications.

The expected salary range for the Enterprise Account Executive, State & Local Sales position at Anthropic is between $180,000 and $350,000 per year. This range reflects the value of the skills and experience necessary to succeed in such a pivotal role in promoting AI technologies within government contexts.

Yes, Anthropic does sponsor visas for the Enterprise Account Executive position, although specific criteria may apply. While not all roles are eligible for visa sponsorship, the company is committed to making reasonable efforts to facilitate visa processes for successful candidates who receive job offers.

The company culture at Anthropic is characterized by collaboration, communication, and a unified mission to advance the field of AI in a responsible way. Working here means being part of a cohesive team dedicated to impactful research and engaging discussions that focus on the development of safe and beneficial AI systems for society. Anthropic values diverse perspectives and promotes an environment where employees can thrive.

When answering this question, you should highlight specific examples where you've successfully managed sales cycles, detailing the steps you took from initial outreach to closing the sale. Mention any challenges you faced, particularly with government procurement processes, and how you navigated them to build lasting relationships.

To effectively answer this, emphasize your approach to building rapport, such as understanding their specific needs, engaging in active listening, or providing tailored solutions. Share specific instances where you've successfully established these relationships and the outcomes from those interactions.

Your response should include how you regularly engage with industry news, attend relevant conferences, or subscribe to leading publications in the AI field. It is beneficial to mention any specific networking groups or forums where you discuss trends and innovations impacting state and local government.

For this question, recount a specific experience where you encountered obstacles, such as navigating stringent procurement regulations or addressing budgetary constraints. Highlight the strategies you used to overcome these challenges and the successful results that followed.

In your response, detail your familiarity with specific regulations essential for government procurement, including data privacy laws. Provide examples of how you've adhered to these requirements in past roles, ensuring the client remained compliant while implementing technology solutions.

When addressing this question, describe your systematic approach to evaluating the potential of different accounts based on factors such as the agency's funding cycles, their readiness for technology adoption, and alignment with your solutions. Mention any specific metrics or criteria you consider.

Your answer should reflect your understanding of the importance of open communication, aligning goals between teams, and understanding each provider's unique offerings. Share a successful collaboration experience where both parties' strengths were leveraged to achieve desired results.

In your answer, emphasize the importance of understanding the varying priorities and perspectives of different stakeholders. Explain how you tailor your message to align with their specific concerns, whether they be budget-related, operational, or strategic.

Discuss how customer feedback shapes your understanding of market needs and inform your sales approach. Provide examples of how you've adjusted sales strategies based on client interactions or market trends to enhance product offerings to meet governmental demands.

This question is a chance to showcase your enthusiasm for the field of AI. Discuss how your passion translates into your work, motivating you to educate clients about the benefits and capabilities of AI while addressing their unique challenges in implementing advanced technologies.