Enterprise Account Executive, Public Sector

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 an Enterprise Account Executive at Anthropic, you'll join the foundational team at the forefront of introducing our cutting-edge AI productivity API and SaaS solutions to public sector organisations across Italy. You'll drive the adoption of safe, frontier AI by securing strategic agreements with central government ministries, regional and local administrations, and public agencies. You'll leverage your consultative sales expertise in the public sector to propel revenue growth while becoming a trusted partner to public sector stakeholders, helping them embed and deploy AI while uncovering its full range of capabilities in citizen services, administration, and research. In collaboration with GTM, Product, and Marketing teams, you'll continuously refine our value proposition, sales methodology, and market positioning to resonate with public sector decision-makers. The ideal candidate will have a passion for developing new market segments, pinpointing high-potential opportunities, and executing strategies to capture them. By driving deployment of Anthropic's emerging products, you will help public institutions obtain new capabilities while also advancing the ethical development of AI. Responsibilities: • Win new business and drive revenue for Anthropic within the public sector in Italy. Navigate complex public institutions to reach key decision-makers, educate them about our services, and help them succeed with Anthropic. You'll own the full sales cycle, from first outbound to close • Design and execute innovative sales strategies tailored to public procurement cycles and budgeting processes, including tenders, framework agreements, and partner or resale routes, to meet and exceed revenue quotas. Analyse public sector landscapes, trends, and dynamics to translate high-level plans into targeted sales activities and campaigns • Spearhead market expansion by identifying new use cases within ministries, agencies, and administrative departments. Collaborate cross-functionally to differentiate our offerings for public sector applications • Navigate complex public sector stakeholder ecosystems including senior officials, digital and technology leaders, IT departments, and procurement offices to build consensus • Lead conversations with customers on data sovereignty, security, and compliance, working with Security, Legal, and Product colleagues on how we meet those requirements • Inform product roadmaps and features by gathering feedback from public sector users and conveying public sector needs. Provide insights that strengthen our value proposition for public institutions • Continuously refine the public sector sales methodology by incorporating learnings into playbooks, templates, and best practices. Identify process improvements that optimise sales productivity and consistency You may be a good fit if you have: • 7+ years of B2B sales experience in SaaS, API solutions, or emerging technologies, including selling to public sector organisations in Italy • A track record of managing complex sales cycles within public institutions and securing strategic agreements by understanding both technical requirements and public sector use cases • Practical command of Italian public procurement, including tenders, framework agreements, central purchasing bodies, and partner or resale routes • Demonstrated ability to navigate public sector organisational structures, building consensus a