Strategic Account Executive, Cybersecurity

Anthropic

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 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 The annual compensation range for this role is listed below. For sales roles, the range provided is the role’s On Target Earnings ("OTE") range, meaning that the range includes both the sales commissions/sales bonuses target and annual base salary for the role. Annual Salary: $380,000 - $450,000 USD Logistics Minimum education: Bachelor’s degree or an equivalent combination of education, training, and/or experience Required field of study: A field relevant to the role as demonstrated through coursework, training, or professional experience Minimum years of experience: Years of experience required will correlate with the internal job level requirements for the position Location-based hybrid policy: Currently, we expect all staff to be in one of our offices at least 25% of the time. However, some roles may require more time in our offices. Visa sponsorship: We do sponsor visas! However, we aren't able to successfully sponsor visas for every role and every candidate. But if we make you an offer, we will make every reasonable effort to get you a visa, and we retain an immigration lawyer to help with this. We encourage you to apply even if you do not believe you meet every single qualification. Not all strong candidates will meet every single qualification as listed. Research shows that people who identify as being from underrepresented groups are more prone to experiencing imposter syndrome and doubting the strength of their candidacy, so we urge you not to exclude yourself prematurely and to submit an application if you're interested in this work. We think AI systems like the ones we're building have enormous social and ethical implications. We think this makes representation even more important, and we strive to include a range of diverse perspectives on our team. Your safety matters to us. To protect yourself from potential scams, remember that Anthropic recruiters only contact you from @anthropic.com email addresses. In some cases, we may partner with vetted recruiting agencies who will identify themselves as working on behalf of Anthropic. Be cautious of emails from other domains. Legitimate Anthropic recruiters will never ask for money, fees, or banking information before your first day. If you're ever unsure about a communication, don't click any links—visit anthropic.com/careers directly for confirmed position openings. How we're different We believe that the highest-impact AI research will be big science. At Anthropic we work as a single cohesive team on just a few large-scale research efforts. And we value impact — advancing our long-term goals of steerable, trustworthy AI — rather than work on smaller and more specific puzzles. We view AI research as an empirical science, which has as much in common with physics and biology as with traditional efforts in computer science. We're an extremely collaborative group, and we host frequent research discussions to ensure that we are pursuing the highest-impact work at any given time. As such, we greatly value communication skills. The easiest way to understand our research directions is to read our recent research. This research continues many of the directions our team worked on prior to Anthropic, including: GPT-3, Circuit-Based Interpretability, Multimodal Neurons, Scaling Laws, AI & Compute, Concrete Problems in AI Safety, and Learning from Human Preferences. Come work with us! Anthropic is a public benefit corporation headquartered in San Francisco. We offer competitive compensation and benefits, optional equity donation matching, generous vacation and parental leave, flexible working hours, and a lovely office space in which to collaborate with colleagues. Guidance on Candidates' AI Usage: Learn about our policy for using AI in our application process.