Strategic Account Executive, Digital Native Business – Cybersecurity

Anthropic•New York, NY

2d•Hybrid

About The Position

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.

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
We require at least a Bachelor's degree in a related field or equivalent experience.

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

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