Strategic Account Executive, Digital Native Business & Cybersecurity

<div class="content-intro"><h2><strong>About Anthropic</strong></h2> <p>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.</p></div><h2 class="heading"><strong>About the Role</strong></h2> <p>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.</p> <p>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.</p> <p>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.</p> <h2 class="heading"><strong>Responsibilities:</strong></h2> <ul> <li> <p>Win business and drive revenue within a book of strategic cybersecurity accounts.Own the full sales cycle from prospecting to close</p> </li> <li> <p>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</p> </li> <li> <p>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</p> </li> <li> <p>Partner with Solutions Architect and Product teams on technical scoping, custom agent development, and enterprise deployments</p> </li> <li> <p>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</p> </li> <li> <p>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</p> </li> <li> <p>Navigate unique considerations of AI in security contexts, including model guardrails, responsible deployment, and emerging use cases like AI red-teaming</p> </li> <li> <p>Own sophisticated deal cycles involving security evaluations, red team assessments, and complex procurement processes. Navigate security and compliance requirements with patience and expertise</p> </li> <li> <p>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</p> </li> <li> <p>Serve as the voice of the cybersecurity customer internally. Inform product roadmaps by gathering feedback on security-specific requirements, compliance needs, and competitive gaps</p> </li> <li> <p>Develop cybersecurity-specific sales playbooks, case studies, and best practices. Contribute to building Anthropic's reputation as a trusted partner in the security ecosystem</p> </li> </ul> <h2 class="heading"><strong>You May Be a Good Fit If You Have:</strong></h2> <ul> <li> <p>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</p> </li> <li> <p>Deep understanding of the cybersecurity landscape including key market segments (endpoint, cloud security, SIEM/SOAR, identity, threat intelligence), major players, and emerging trends</p> </li> <li> <p>Experience selling to security-focused buyers (CISOs, security architects, SOC leaders) and