Strategic Account Executive, Digital Native Business – Cybersecurity

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.

Requirements

• 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.
• Bachelor’s degree or an equivalent combination of education, training, and/or experience.
• Must be located in San Francisco.

Nice-to-Haves

• 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.