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Enterprise Account Executive, Public Sector

Milan, Italy

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 among diverse stakeholders including senior officials, digital and technology leaders, and IT departments
  • Proven experience exceeding revenue targets by effectively managing an evolving pipeline and sales process
  • Excellent communication skills and the ability to present confidently to various public sector audiences, from technical teams to senior officials
  • Deep understanding of public sector buying cycles, decision-making processes, and key pain points, including data sovereignty, security, and compliance requirements
  • A strategic, analytical approach to assessing the public sector market combined with creative, tactical execution to capture opportunities
  • Bilingual proficiency in Italian and English, with excellent written and spoken communication in both
  • A passion for and/or experience with advanced AI systems and their applications. You feel strongly about ensuring frontier AI systems are developed safely and ethically for use by public institutions

Nice to have: familiarity with the security and compliance frameworks that apply to technology purchasing in the Italian public sector.

 

Il ruolo

In qualità di Enterprise Account Executive in Anthropic, entrerai a far parte del team fondatore impegnato in prima linea nel portare la nostra API di produttività basata su IA all'avanguardia e le nostre soluzioni SaaS alle organizzazioni del settore pubblico in Italia. Promuoverai l'adozione di un'IA di frontiera e sicura concludendo accordi strategici con ministeri e amministrazioni centrali, amministrazioni regionali e locali ed enti pubblici. Metterai la tua esperienza di vendita consulenziale nel settore pubblico al servizio della crescita dei ricavi, diventando un partner di fiducia per gli interlocutori del settore e aiutandoli a integrare e adottare l'IA e a scoprirne tutte le potenzialità nei servizi ai cittadini, nell'amministrazione e nella ricerca. In collaborazione con i team GTM, Prodotto e Marketing, perfezionerai costantemente la nostra proposta di valore, la nostra metodologia di vendita e il nostro posizionamento, perché siano rilevanti per chi prende le decisioni nel settore pubblico.

Il profilo ideale ha la passione per lo sviluppo di nuovi segmenti di mercato, per l'individuazione delle opportunità ad alto potenziale e per l'attuazione delle strategie necessarie a coglierle. Favorendo la diffusione dei prodotti emergenti di Anthropic, aiuterai le istituzioni pubbliche ad acquisire nuove capacità, contribuendo al tempo stesso allo sviluppo etico dell'IA.

Responsabilità:

  • Acquisire nuovi clienti e generare ricavi per Anthropic nel settore pubblico in Italia. Orientarti all'interno di istituzioni pubbliche complesse per raggiungere le figure decisionali chiave, far conoscere i nostri servizi e aiutarle ad avere successo con Anthropic. Sarai responsabile dell'intero ciclo di vendita, dal primo contatto alla chiusura.
  • Definire e attuare strategie di vendita innovative, adatte ai cicli degli appalti pubblici e ai processi di bilancio, comprese gare, accordi quadro e canali di vendita tramite partner o rivenditori, per raggiungere e superare gli obiettivi di fatturato. Analizzare lo scenario, le tendenze e le dinamiche del settore pubblico per tradurre i piani strategici in attività e campagne commerciali mirate.
  • Guidare l'espansione sul mercato individuando nuovi casi d'uso all'interno di ministeri, enti e uffici amministrativi. Collaborare in modo trasversale per differenziare la nostra offerta per le applicazioni del settore pubblico.
  • Muoverti in ecosistemi complessi di interlocutori del settore pubblico (dirigenti apicali, responsabili della trasformazione digitale e della tecnologia, direzioni IT e uffici acquisti) per costruire consenso.
  • Guidare il confronto con i clienti su sovranità dei dati, sicurezza e conformità normativa, lavorando con i team Sicurezza, Legale e Prodotto sul modo in cui rispondiamo a questi requisiti.
  • Contribuire alla roadmap e alle funzionalità di prodotto raccogliendo il feedback di chi utilizza le nostre soluzioni nel settore pubblico e portandone all'interno le esigenze. Fornire indicazioni che rafforzino la nostra proposta di valore per le istituzioni pubbliche.
  • Perfezionare costantemente la metodologia di vendita per il settore pubblico, integrando quanto appreso in playbook, modelli e buone pratiche. Individuare miglioramenti di processo che ottimizzino la produttività e la coerenza commerciale.

Potresti essere la persona giusta se hai:

  • Almeno 7 anni di esperienza nella vendita B2B (SaaS, soluzioni API o tecnologie emergenti), compresa la vendita a organizzazioni del settore pubblico in Italia
  • Una comprovata esperienza nella gestione di cicli di vendita complessi all'interno di istituzioni pubbliche e nella conclusione di accordi strategici, fondata sulla comprensione sia dei requisiti tecnici sia dei casi d'uso del settore pubblico
  • Una padronanza concreta degli appalti pubblici italiani: gare, accordi quadro, centrali di committenza e canali di vendita tramite partner o rivenditori
  • Una capacità dimostrata di muoverti nelle strutture organizzative del settore pubblico, costruendo consenso tra interlocutori diversi, tra cui dirigenti apicali, responsabili della trasformazione digitale e della tecnologia e direzioni IT
  • Un'esperienza comprovata nel superare gli obiettivi di fatturato grazie a una gestione efficace di una pipeline e di un processo di vendita in continua evoluzione
  • Eccellenti capacità di comunicazione e la sicurezza necessaria per presentare a interlocutori diversi del settore pubblico, dai team tecnici ai dirigenti apicali
  • Una conoscenza approfondita dei cicli di acquisto, dei processi decisionali e delle principali criticità del settore pubblico, compresi i requisiti di sovranità dei dati, sicurezza e conformità normativa
  • Un approccio strategico e analitico al mercato del settore pubblico, unito a un'esecuzione tattica e creativa per cogliere le opportunità
  • Padronanza dell'italiano e dell'inglese a livello bilingue, con un'eccellente comunicazione scritta e orale in entrambe le lingue
  • Passione per i sistemi di IA avanzati e le loro applicazioni, o esperienza diretta con essi. Ti sta a cuore che i sistemi di IA di frontiera siano sviluppati in modo sicuro ed etico per l'uso da parte delle istituzioni pubbliche.

Costituisce titolo preferenziale: familiarità con i quadri di sicurezza e conformità normativa applicabili agli acquisti di tecnologia nel settore pubblico italiano.

Logistics

Minimum education: Bachelor’s degree or an equivalent combination of education, training, and/or experience

Required field of study: A field relevant to the role as demonstrated through coursework, training, or professional experience

Minimum years of experience: Years of experience required will correlate with the internal job level requirements for the position

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.

Your safety matters to us. To protect yourself from potential scams, remember that Anthropic recruiters only contact you from @anthropic.com email addresses. In some cases, we may partner with vetted recruiting agencies who will identify themselves as working on behalf of Anthropic. Be cautious of emails from other domains. Legitimate Anthropic recruiters will never ask for money, fees, or banking information before your first day. If you're ever unsure about a communication, don't click any links—visit anthropic.com/careers directly for confirmed position openings.

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.

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I understand and agree that both Anthropic and I waive our respective rights to trial by jury in connection with any claims covered by this agreement to arbitrate. Instead, any disputes arising out of or related to my application for employment with Anthropic shall be settled by final and binding arbitration pursuant to the Federal Arbitration Act. I understand and agree that Anthropic’s employees/agents, Anthropic’s clients, and their employees/agents are third-party beneficiaries to this agreement.

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