Anthropic
AWS GTM Partnership Lead, Public Sector & Nonprofits
$365K–$425K
Washington, DC +1 · Full-time · Posted Sep 2, 2026
- Location
- Washington, DC
San Francisco, California, United States - Experience
- Minimum years correlate with internal job level; 12+ years of enterprise partnerships, alliances, or business development experience preferred.
- Education
- Bachelor’s degree or an equivalent combination of education, training, and/or experience; relevant field of study demonstrated through coursework, training, or professional experience.
- Visa sponsorship
- Visa sponsorship is available, but not for every role or candidate; Anthropic states it will make every reasonable effort to obtain a visa after an offer.
About the job
Leads Anthropic’s go-to-market partnerships with AWS for public sector and nonprofit customers, building partner sales motions that generate pipeline and revenue for Claude.
What you'll do
- Develop and execute joint AWS GTM plans, co-selling motions, and segment-specific partner plays.
- Own partner pipeline, forecasting, revenue targets, and commercial structures such as deal registration and procurement alignment.
- Build executive relationships and scalable partner operations; help partners develop repeatable Claude-based solutions and delivery capabilities.
What they ask for
- Active TS/SCI security clearance and ability to discuss capabilities in classified environments.
- Experience building and scaling partnerships with public sector-focused systems integrators, resellers, or channel partners.
- Experience building co-sell or channel motions, including commercial mechanics, and carrying a partner-sourced or partner-influenced revenue target.
- Deep understanding of public sector cloud partner operations, procurement processes, contract vehicles, and partner incentives.
Nice to have
- Previous experience with AWS or another hyperscaler’s public sector partner organization.
- Familiarity with government compliance frameworks such as FedRAMP, IL levels, and StateRAMP.
Pay
$365,000 — $425,000 USD (OTE, including sales commissions/bonuses target and annual base salary)
Tools
AWS, Claude, FedRAMP, IL levels, StateRAMP, AI/ML
AI focus
Build partner go-to-market strategies and repeatable mission-specific solutions using Claude for public sector and nonprofit customers.
Model-written summary · the original posting is authoritative