GTM Strategy & Operations - Public Sector
Anthropic
About Anthropic
Anthropic’s mission is to create reliable, interpretable, and steerable AI systems. We want AI to be safe and beneficial for our users and for society as a whole. Our team is a quickly growing group of committed researchers, engineers, policy experts, and business leaders working together to build beneficial AI systems.
About Anthropic
Anthropic's mission is to create reliable, interpretable, and steerable AI systems. We want AI to be safe and beneficial for our users and for society as a whole. Our team is a quickly growing group of committed researchers, engineers, policy experts, and business leaders working together to build beneficial AI systems.
About the role
As a Public Sector Strategy Business Partner, you will serve as the strategic and operational lead for Anthropic's public sector business, working closely with public sector sales leadership to drive growth in federal, state, and local government markets. This role combines deep strategic analysis with operational excellence, ensuring our public sector initiatives align with both government requirements and Anthropic's mission of safe AI deployment. You'll be responsible for developing segment-specific strategies while maintaining the operational infrastructure necessary for government engagements.
Responsibilities
Strategic Analysis, Operations & Planning
- Partner with public sector sales leadership to develop and refine government segment strategy including territory planning across federal agencies, resource allocation for long sales cycles, and growth initiatives aligned with government procurement cycles
- Support development of agency-specific strategies based on mission needs, technical maturity, and procurement vehicles
- Maintain excellence through business reviews and operating cadences to help achieve company revenue targets and strategic objectives
Data-Driven Decision Support & Compliance
- Define, iterate, and analyze public sector revenue and GTM management metrics while maintaining sensitive customer tracking and documentation requirements that exist outside standard systems
- Partner to create, evolve and maintain reporting mechanisms with to goal of using data to go from “what” to “why”
- Synthesize recommendations based on government use cases, procurement patterns, and partnership opportunities with cloud providers (AWS GovCloud, Azure Government) and system integrators
Go-to-Market Execution
- Co-develop public sector-specific use case frameworks that demonstrate value within government mission contexts
- Partner with GTM teams to evolve sales motions that align with government buying behaviors and decision processes, always seeking to uncover and ask meaningful unasked questions
- Lead cross-functional coordination across sales, product, legal, cloud providers, and system integrators for all public sector initiatives
Cross-Functional Collaboration
- Work closely with Revenue Operations, Legal, and Security teams to ensure compliance with government requirements
- Support coordination between public sector sales and federal partnership teams
- Facilitate weekly, monthly and quarterly updates and management reporting to executive leadership on public sector progress
- Prepare materials for executive reviews that articulate public sector opportunity and strategic positioning
You may be a good fit if you have
- 5+ years experience combining: sales/revenue operations in technology, public sector or regulated industry experience, and strategy/consulting roles
- Deep understanding of government procurement processes, compliance requirements, and security protocols (FedRAMP, IL levels, etc.)
- Strong analytical skills with ability to maintain accurate records in sensitive environments while translating data into strategic insights
- Experience with GTM systems (e.g. Salesforce) and business intelligence (e.g. Looker) tools, with ability to create custom tracking for programs outside standard systems
- Demonstrated ability to coordinate between technical teams and government stakeholders, distilling complex technical concepts for various audiences
- Track record of managing complex programs spanning multiple stakeholders including government agencies, cloud providers, and system integrators
- A passion for safe and ethical AI development with understanding of its importance in government contexts
- Ability to build trust and influence with diverse stakeholders from sales reps to agency executives
- Exceptional organizational skills with ability to create clarity from complex government requirements
- Bachelor's degree required; MBA or advanced degree preferred;
- This position requires verification of U.S. citizenship due to citizenship-based legal restrictions. Specifically, this position supports a United States federal, state, and/or local government agency customer and is subject to certain citizenship-based restrictions where required or permitted by applicable law. To meet this legal requirement, citizenship will be verified via a valid passport, or other approved documents, or verified US government clearance.
The expected salary range for this position is:
Logistics
Education requirements: We require at least a Bachelor's degree in a related field or equivalent experience.
Location-based hybrid policy: Currently, we expect all staff to be in one of our offices at least 25% of the time. However, some roles may require more time in our offices.
Visa sponsorship: We do sponsor visas! However, we aren't able to successfully sponsor visas for every role and every candidate. But if we make you an offer, we will make every reasonable effort to get you a visa, and we retain an immigration lawyer to help with this.
We encourage you to apply even if you do not believe you meet every single qualification. Not all strong candidates will meet every single qualification as listed. Research shows that people who identify as being from underrepresented groups are more prone to experiencing imposter syndrome and doubting the strength of their candidacy, so we urge you not to exclude yourself prematurely and to submit an application if you're interested in this work. We think AI systems like the ones we're building have enormous social and ethical implications. We think this makes representation even more important, and we strive to include a range of diverse perspectives on our team.
How we're different
We believe that the highest-impact AI research will be big science. At Anthropic we work as a single cohesive team on just a few large-scale research efforts. And we value impact — advancing our long-term goals of steerable, trustworthy AI — rather than work on smaller and more specific puzzles. We view AI research as an empirical science, which has as much in common with physics and biology as with traditional efforts in computer science. We're an extremely collaborative group, and we host frequent research discussions to ensure that we are pursuing the highest-impact work at any given time. As such, we greatly value communication skills.
The easiest way to understand our research directions is to read our recent research. This research continues many of the directions our team worked on prior to Anthropic, including: GPT-3, Circuit-Based Interpretability, Multimodal Neurons, Scaling Laws, AI & Compute, Concrete Problems in AI Safety, and Learning from Human Preferences.
Come work with us!
Anthropic is a public benefit corporation headquartered in San Francisco. We offer competitive compensation and benefits, optional equity donation matching, generous vacation and parental leave, flexible working hours, and a lovely office space in which to collaborate with colleagues. Guidance on Candidates' AI Usage: Learn about our policy for using AI in our application process