Strategic Account Executive, Cybersecurity

About Anthropic Anthropic’s mission is to create reliable, interpretable, and steerable AI systems. We want AI to be safe and beneficial for our users and for society as a whole. Our team is a quickly growing group of committed researchers, engineers, policy experts, and business leaders working together to build beneficial AI systems. 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’re 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 (SOC2, FedRAMP, ISO27001) 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 SanFrancisco 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 Annual Compensation Annual salary range: $380,000—$450,000 USD (On Target Earnings includes both commission and base salary) Logistics Minimum education: Bachelor’s degree or an equivalent combination of education, training, and/or experience Required field of study: Relevant to the role as demonstrated through coursework, training, or professional experience Minimum years of experience: Correlates with internal level requirements Location‑based hybrid policy: We expect staff to be in one of our offices at least 25% of the time; some roles may require more time in our offices Visa sponsorship: We sponsor visas, but can only provide them with a reasonable effort if an offer is made #J-18808-Ljbffr