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