As a Strategic Account Executive focused on cybersecurity, you'll own some of Anthropic's most strategic cybersecurity relationships—companies building the next generation of AI-powered security products.
\nYou'll drive multi-million dollar commitments by expanding Claude's footprint across customer product portfolios (AI-powered SOC, threat detection, security copilots) and internal operations (Claude Code for engineering teams). You'll work at the intersection of executive relationships and technical depth—one week you're in a CTO strategy session, the next you're helping an engineering team scope an agentic deployment.
\nThis role requires someone who can think like a partner, not just a seller. You'll collaborate closely with our Applied AI team on custom deployments, work with Product on cybersecurity-specific capabilities, and help shape Anthropic's go-to-market in one of our highest-potential verticals.
\nResponsibilities:
\nWin business and drive revenue within a book of strategic cybersecurity accounts. Own the full sales cycle from prospecting to close
\nDrive expansion across multiple buying centers within strategic accounts—product teams building customer-facing AI features, platform teams deploying Claude Code to engineering orgs, and security research teams exploring frontier capabilities
\nNavigate complex organizational structures across security, product, engineering, and executive teams. Build multi-threaded relationships with CISOs, security architects, product and engineering leaders, and C-suite executives
\nPartner with Solutions Architect and Product teams on technical scoping, custom agent development, and enterprise deployments
\nDesign and execute innovative sales strategies tailored to the cybersecurity market. Analyze account landscape, competitive dynamics, and emerging security trends to inform targeted sales activities
\nIdentify and develop use cases across security operations (SecOps automation, threat hunting, alert triage), security product development (AI-powered detection, intelligent response), and internal security functions
\nNavigate unique considerations of AI in security contexts, including model guardrails, responsible deployment, and emerging use cases like AI red-teaming
\nOwn sophisticated deal cycles involving security evaluations, red team assessments, and complex procurement processes. Navigate security and compliance requirements with patience and expertise
\nBuild and maintain accurate pipeline forecasting for complex, multi-workstream accounts. Develop deep understanding of how large security vendors budget for AI infrastructure across product and internal use cases
\nServe as the voice of the cybersecurity customer internally. Inform product roadmaps by gathering feedback on security-specific requirements, compliance needs, and competitive gaps
\nDevelop cybersecurity-specific sales playbooks, case studies, and best practices. Contribute to building Anthropic's reputation as a trusted partner in the security ecosystem
\nYou May Be a Good Fit If You Have:
\n8+ years of enterprise sales experience with a proven track record of closing complex deals, including at least 3 years selling to or within the cybersecurity industry
\nDeep understanding of the cybersecurity landscape including key market segments (endpoint, cloud security, SIEM/SOAR, identity, threat intelligence), major players, and emerging trends
\nExperience selling to security-focused buyers (CISOs, security architects, SOC leaders) and navigating security-specific procurement processes
\nStrong executive presence with demonstrated ability to engage C-suite executives, board members, and senior security leaders. Ability to articulate both technical value and business impact
\nExperience with security and compliance frameworks (SOC 2, FedRAMP, ISO 27001) and comfort discussing data handling, model security, and responsible AI deployment
\nConsultative sales approach with ability to understand complex security challenges and craft tailored solutions. Position yourself as a strategic advisor on AI adoption in security contexts
\nStrong cross-functional collaboration skills with ability to mobilize internal resources including product, engineering, security, and legal teams for complex deals
\nResourcefulness and creative problem-solving when faced with security objections, compliance requirements, or technical challenges unique to the security vertical
\nPassion for both AI and cybersecurity with enthusiasm for helping security organizations transform through responsible AI deployment. Strong alignment with Anthropic's mission of developing safe, beneficial AI systems
\nNice to Have:
\nPrior experience at a cybersecurity vendor or in a security-focused role
\nTechnical background or certifications in cybersecurity (CISSP, CISM, or similar)
\nExisting relationships with CISOs and security leaders at target accounts
\nExperience selling AI/ML solutions into security use cases
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