Manager, 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 Manager, Cybersecurity Sales Specialists, you'll build and lead the team of cybersecurity specialists who sell to security teams across our Americas business units, including financial services, healthcare and life sciences, and technology. Your team partners with the Account Executives in each industry to lead the security strategy and the security deal with CISOs.
You'll help shape how Anthropic sells security: how your team covers the business units, how it works with the Account Executive and Applied AI organizations, and how what we learn from customers shapes what we build. 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, and this team is how we get it into their hands.
Responsibilities
Hire, onboard and develop a high-performing team of cybersecurity sales specialists
Own your team's forecast, pipeline health and results across the business units you cover
Set your team's coverage model, and agree on clear rules of engagement with the sales leaders who own each industry and with Applied AI leadership on discovery, proofs of concept and architecture
Build a pipeline engine with the Account Executives, across their existing accounts and through outbound to security leaders, events and partners
Coach your team through complex deals that lead with the customer's problem (finding and fixing vulnerabilities, application security, security operations, and deploying AI agents securely), and act as executive sponsor with CISOs on the most important ones
Make security reviews, verification for security use cases, and procurement a repeatable path rather than a deal-by-deal effort
Scale enablement so Account Executives across every business unit can spot and qualify security opportunities
Bring what your team hears from security customers to sales leadership and to our product, safeguards and marketing teams, and turn it into input on the roadmap
Run a healthy team: clear expectations, regular feedback, and performance and development conversations
Minimum Qualifications
Experience building and leading a cybersecurity sales team that carried a number, whether direct, specialist or overlay, including hiring, coaching and managing performance
Track record of closing complex, multi-stakeholder enterprise deals where the security organization was the buyer or the deciding approver, and of coaching others to do the same
Fluency in how security teams work, built by selling directly to CISOs, application security leads and security engineers
Depth in at least one security domain, such as application security, vulnerability management, security operations, cloud, data, identity or endpoint security
History of building a business before there was an established approach, through outbound and partners rather than inherited accounts
Ability to lead through influence as well as authority, so that Account Executives and their leaders bring your team in because it helps them win
Consultative approach to selling and coaching: understanding the problem before proposing anything, and being honest about what a product can't do
Commitment to making AI systems safe and beneficial
Preferred Qualifications
Background selling security in one of the industries we cover, and an understanding of how security is bought and regulated there
Experience managing managers and individual contributors, or scaling a sales team through fast growth
Experience leading teams selling AI, developer or data platform products to technical buyers
Time spent as a security practitioner or sales engineer before moving into sales leadership
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:
$450,000—$550,000 USD