Customer Success Manager, Public Sector (National Security)
About this role
Guiding national security organizations through deployment, enablement, model migration, renewal, and expansion makes up the core day-to-day work for this customer success leader. Much of this work happens onsite in customer spaces and on classified systems, helping defense and intelligence agencies realize mission value from Claude Code, the Claude API, and Claude for Government. Operating as the primary post-sales advisor, the person in this role bridges internal product, engineering, sales, and policy groups with external AI leadership, security officials, and mission operators.
Anthropic builds reliable, interpretable, and steerable AI systems, and this team focuses specifically on bringing those capabilities to high-stakes public sector environments. The position exists to help cleared customers navigate unique constraints like classified-fabric accreditation, fixed compute capacity, and limited telemetry. Ideal candidates combine deep familiarity with national security missions and procurement with technical fluency in artificial intelligence and machine learning applications.
What you will do
- Partner with account executives and applied AI architects to translate customer mission requirements into comprehensive success and account plans.
- Serve as the primary post-sales advisor guiding national security clients through adoption, enablement, model migration, renewal, and expansion.
- Support clients using Claude Code, the API, and Claude for Government on classified infrastructure while accounting for specific accreditation standards.
- Deliver tailored enablement and executive content ranging from hands-on engineering workshops to mission-value discussions with senior agency leadership.
- Help customers establish evaluation frameworks and measure adoption metrics when direct usage telemetry is unavailable.
- Drive consumption and adoption by onboarding new workloads, managing fixed compute pools, and documenting outcomes in mission terms.
- Lead Executive Business Reviews to align stakeholders, secure sponsor commitments, and support the renewal process.
- Gather adoption insights and integration patterns to share with internal product, engineering, research, and policy teams while maintaining strict security channels.
What you need
- U.S. citizenship and an active TS/SCI security clearance with a current full-scope polygraph, or a TS/SCI with CI polygraph where crossover is supportable.
- Prior experience working with US national security defense or intelligence agencies alongside AI leadership, platform, and compute teams.
- Working knowledge of agency accreditation frameworks, budgeting, compute governance, and mission measurement including FedRAMP High and IL5/IL6.
- Five or more years of experience in customer-facing roles such as customer success management, technical account management, solutions architecture, or consulting.
- Ability to work onsite at customer facilities in the National Capital Region three to four days per week.
- Experience driving success with both consumption-based products like tokens and capacity and seat-based offerings.
- Technical fluency with AI and machine learning concepts, API integration patterns, agentic tooling, and LLM frameworks.
- Exceptional communication skills with the ability to convey technical concepts to diverse stakeholders from engineering to senior leadership.
Skills and tech stack
Questions candidates ask
What is the compensation range for this role?
The salary for this position is $265,000 to $350,000 USD.
Where is the job located and is remote work allowed?
This position is based in Washington, DC, and requires working onsite at customer facilities in the National Capital Region three to four days per week.
What security clearance is required to apply?
Due to U.S. Government contract requirements, this position requires U.S. citizenship and an active TS/SCI security clearance with a current full-scope polygraph, though a TS/SCI with CI polygraph may be considered where crossover is supportable.
What teams will I collaborate with internally?
You will work closely with Sales, Applied AI, Product, Engineering, and Policy teams to guide customers from deployment through expansion.