The opportunity
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.
What you'll do
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
What they're looking for
- or more years in sales or other customer-facing roles, including 3 or more: years selling or supporting cybersecurity products or services for enterprise customers
- Experience closing complex, multi-stakeholder enterprise deals where the: security organization was the buyer or the deciding approver
- Experience as a specialist alongside account teams while carrying your own: number, and the ability to say exactly what you did to win the deal
- Experience building pipeline where there's no playbook yet, through outbound: and partners rather than inherited accounts
- A record of leading through influence, not authority: Account Executives bring you into their accounts because you help them win
- 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
