Strategic Account Executive, Cybersecurity

About the Role

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. These aren't typical enterprise accounts; they're partners shaping how AI transforms the entire security industry.

You'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.

This 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.

Responsibilities:

• Win business and drive revenue within a book of strategic cybersecurity accounts.Own the full sales cycle from prospecting to close

• Drive 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

• Navigate 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

• Partner with Solutions Architect and Product teams on technical scoping, custom agent development, and enterprise deployments

• Design and execute innovative sales strategies tailored to the cybersecurity market. Analyze account landscape, competitive dynamics, and emerging security trends to inform targeted sales activities

• Identify 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

• Navigate unique considerations of AI in security contexts, including model guardrails, responsible deployment, and emerging use cases like AI red-teaming

• Own sophisticated deal cycles involving security evaluations, red team assessments, and complex procurement processes. Navigate security and compliance requirements with patience and expertise

• Build 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

• Serve as the voice of the cybersecurity customer internally. Inform product roadmaps by gathering feedback on security-specific requirements, compliance needs, and competitive gaps

• Develop cybersecurity-specific sales playbooks, case studies, and best practices. Contribute to building Anthropic's reputation as a trusted partner in the security ecosystem

You May Be a Good Fit If You Have:

• 8+ 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

• Deep understanding of the cybersecurity landscape including key market segments (endpoint, cloud security, SIEM/SOAR, identity, threat intelligence), major players, and emerging trends

• Experience selling to security-focused buyers (CISOs, security architects, SOC leaders) and navigating security-specific procurement processes

• Strong 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

• Experience with security and compliance frameworks (SOC 2, FedRAMP, ISO 27001) and comfort discussing data handling, model security, and responsible AI deployment

• Consultative 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

• Strong cross-functional collaboration skills with ability to mobilize internal resources including product, engineering, security, and legal teams for complex deals

• Resourcefulness and creative problem-solving when faced with security objections, compliance requirements, or technical challenges unique to the security vertical

• Passion 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

• Must be located in San Francisco

Nice to Have

• Prior experience at a cybersecurity vendor or in a security-focused role

• Technical background or certifications in cybersecurity (CISSP, CISM, or similar)

• Existing relationships with CISOs and security leaders at target accounts

• Experience selling AI/ML solutions into security use cases