Cybersecurity Sales Specialist

About the role

AI is changing what security teams can do. Claude can find and help fix vulnerabilities in code at a pace that wasn't possible a year ago, and we want defenders to have that advantage first. As a Cybersecurity Sales Specialist, you'll own Anthropic's security business across the accounts in one of our business units, such as financial services, healthcare and life sciences, or technology. You'll lead the security strategy with CISOs, partnering with the Account Executives who own the accounts in your industry to drive opportunities and put Claude to work on their hardest security problems.

You'll help decide how we sell security, what we learn from customers, and how that shapes our products. The work matters to our mission: a safe transition through transformative AI depends on the people who defend critical systems being able to use it well.

Responsibilities:

• Build and close security business, from the first conversation with a CISO's team through contract and expansion, working with the Account Executive who owns each relationship

• Create security pipeline with the Account Executives in your industry, from their existing accounts and through outbound to security leaders, events and joint work with partners

• Lead with the customer's problem: finding and fixing vulnerabilities, application security, security operations, and deploying AI agents securely

• Partner with your Applied AI engineers on discovery, proofs of concept and architecture, and know when to bring them in

• Guide customers through security reviews, verification for security use cases, and procurement

• Teach the Account Executives in your business unit to spot and qualify security opportunities

• Bring what you hear from security teams back to our product, safeguards and marketing teams

You may be a good fit if you:

• Have closed complex, multi-stakeholder enterprise deals where the security organization was the buyer or the deciding approver

• Have worked as a specialist alongside account teams while carrying your own number, and can say exactly what you did to win the deal

• Can hold credible conversations with a CISO, an application security lead and a security engineer about how their work gets done

• Have deep experience in at least one security domain, such as application security, vulnerability management, security operations, cloud, data, identity or endpoint security

• Build pipeline where there's no playbook yet, through outbound and partners rather than inherited accounts

• Lead through influence, not authority: Account Executives bring you into their accounts because you help them win

• Sell consultatively: you understand the problem before you propose anything, and you're honest about what a product can't do

• Care about making AI systems safe and beneficial

Strong candidates may also have:

• Experience selling security in one of the industries we cover, and an understanding of how security is bought and regulated there

• Experience selling AI, developer or data platform products to technical buyers

• Hands-on experience as a security practitioner or sales engineer before moving into sales