Anthropic· Sales· San Francisco, CA | New York City, NY
Strategic Account Executive, Digital Native Business & Cybersecurity
Classified Tasks (24)
Automate 0%Augment 50%Human-Only 50%
Augment (12)
AI assists, human decides
Partner with Solutions Architects and Product teams on technical scoping, custom agent development, and enterprise deployments.
technical
Scope agentic deployments with engineering teams.
technical
Collaborate with the Applied AI team on custom deployments.
technical
Work with Product on cybersecurity-specific capabilities.
technical
Analyze account landscapes, competitive dynamics, and emerging security trends to inform sales activities.
analytical
Identify and develop use cases across security operations, security product development, and internal security functions.
creative
Navigate AI-specific security considerations including model guardrails, responsible deployment, and AI red-teaming.
technical
Navigate security and compliance requirements for enterprise deployments.
technical
Build and maintain accurate pipeline forecasts for complex, multi-workstream accounts.
analytical
Develop understanding of how large security vendors budget for AI infrastructure across product and internal use cases.
analytical
Inform product roadmaps by gathering feedback on security-specific requirements, compliance needs, and competitive gaps.
analytical
Develop cybersecurity-specific sales playbooks, case studies, and best practices.
creative
Human-Only (12)
Requires human judgment
Own strategic cybersecurity customer relationships.
leadership
Drive multi-million dollar commitments by expanding Claude's footprint across customer product portfolios and internal operations.
leadership
Own the full sales cycle from prospecting to close.
operational
Drive expansion across multiple buying centers within strategic accounts, including product teams, platform teams deploying Claude Code, and security research teams.
leadership
Navigate complex organizational structures across security, product, engineering, and executive teams.
leadership
Build multi-threaded relationships with CISOs, security architects, product and engineering leaders, and C-suite executives.
communication
Participate in executive strategy sessions with CTOs and other leaders.
leadership
Shape Anthropic's go-to-market strategy for the cybersecurity vertical.
leadership
Design and execute sales strategies tailored to the cybersecurity market.
leadership
Own deal cycles involving security evaluations, red team assessments, and complex procurement processes.
operational
Serve as the voice of the cybersecurity customer internally.
communication
Contribute to building Anthropic's reputation as a trusted partner in the security ecosystem.
communication
Job description
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