Strategic Account Executive, Cybersecurity

United States Digital Space LLC; San Francisco (CA); On-site; USD 380,000 - 450,000; Full time

Job summary

United States Digital Space LLC is seeking a Strategic Account Executive focused on cybersecurity to own and grow our most strategic cyber relationships, driving multi‑million dollar commitments across AI‑powered security products and services.

You will collaborate with our Applied AI team, Product, and security groups to shape go‑to‑market strategies, engage CIO/CTO level buyers, and lead complex deals in a fast‑growing market. This is based in San Francisco with an in‑office policy.

Qualifications

• 8+ years of enterprise sales experience with a proven track record of closing complex deals.
• 3+ years selling to or within the cybersecurity industry.
• Experience selling to security-focused buyers (CISOs, security architects, SOC leaders) and navigating security procurement processes.
• Strong executive presence with ability to engage C-suite executives, board members, and senior security leaders.
• Experience with security and compliance frameworks (SOC 2, FedRAMP, ISO 27001) and comfort discussing data handling and responsible AI deployment.
• Consultative sales approach with ability to understand complex security challenges and craft tailored solutions.
• Cross-functional collaboration with product, engineering, security, and legal teams for complex deals.

Responsibilities

• Win business and drive revenue within a book of strategic cybersecurity accounts. Own the full sales cycle from prospecting to close.
• Drive expansion across multiple buying centers within strategic accounts—product teams, platform teams, and security research teams.
• Navigate complex organizational structures across security, product, engineering, and executive teams; build multi-threaded relationships with CISOs and C-suite executives.
• Partner with Solutions Architect and Product teams on technical scoping, custom agent development, and enterprise deployments.
• Design and execute innovative sales strategies tailored to the cybersecurity market; analyze account landscape and emerging trends.
• Identify and develop use cases across SecOps, security product development, and internal security functions.
• Navigate AI in security contexts, including guardrails and responsible deployment.

Skills

Enterprise sales

Cybersecurity

Executive presence

Security frameworks

Consultative sales

Cross-functional collaboration

Problem solving

AI & security passion

Education

Bachelor's degree

Job description

About the company

the company’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.

About the Role

As a Strategic Account Executive focused on cybersecurity, you'll own some of the company'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.

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.

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 the company's go‑to‑market in one of our highest‑potential verticals.

Responsibilities

• Win business and drive revenue within a book of strategic cybersecurity accounts. Own the full sales cycle from prospecting to close
• Drive expansion across multiple buying centres 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
• Navigate complex organisational structures across security, product, engineering, and executive teams. Build multi‑threaded relationships with CISOs, security architects, product and engineering leaders, and C‑suite executives
• Partner with Solutions Architect and Product teams on technical scoping, custom agent development, and enterprise deployments
• Design and execute innovative sales strategies tailored to the cybersecurity market. Analyse account landscape, competitive dynamics, and emerging security trends to inform targeted sales activities
• 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
• Navigate unique considerations of AI in security contexts, including model guardrails, responsible deployment, and emerging use cases like AI red‑teaming
• Own sophisticated deal cycles involving security evaluations, red team assessments, and complex procurement processes. Navigate security and compliance requirements with patience and expertise
• 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
• Serve as the voice of the cybersecurity customer internally. Inform product roadmaps by gathering feedback on security‑specific requirements, compliance needs, and competitive gaps
• Develop cybersecurity‑specific sales playbooks, case studies, and best practices. Contribute to building the company's reputation as a trusted partner in the security ecosystem

You May Be a Good Fit If You Have:

• 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
• Deep understanding of the cybersecurity landscape including key market segments (endpoint, cloud security, SIEM/SOAR, identity, threat intelligence), major players, and emerging trends
• Experience selling to security‑focused buyers (CISOs, security architects, SOC leaders) and navigating security‑specific procurement processes
• Strong executive presence with demonstrated ability to engage C‑suite executives, board members, and senior security leaders. Ability to articulate both technical value and business impact
• Experience with security and compliance frameworks (SOC 2, FedRAMP, ISO 27001) and comfort discussing data handling, model security, and responsible AI deployment
• Consultative sales approach with ability to understand complex security challenges and craft tailored solutions. Position yourself as a strategic advisor on AI adoption in security contexts
• Strong cross‑functional collaboration skills with ability to mobilise internal resources including product, engineering, security, and legal teams for complex deals
• Resourcefulness and creative problem‑solving when faced with security objections, compliance requirements, or technical challenges unique to the security vertical
• Passion for both AI and cybersecurity with enthusiasm for helping security organisations transform through responsible AI deployment. Strong alignment with the company's mission of developing safe, beneficial AI systems

Nice to Have

• Prior experience at a cybersecurity vendor or in a security‑focused role
• Technical background or certifications in cybersecurity (CISSP, CISM, or similar)
• Existing relationships with CISOs and security leaders at target accounts
• Experience selling AI/ML solutions into security use cases

Annual Compensation

Annual Salary:

$380,000—$450,000 USD

• Must be located in San Francisco

Logistics

Minimum education: Bachelor’s degree or an equivalent combination of education, training, and/or experience

Required field of study: A field relevant to the role as demonstrated through coursework, training, or professional experience

Minimum years of experience: Years of experience required will correlate with the internal job level requirements for the position

Location‑based hybrid policy: Currently, we expect all staff to be in one of our offices at least 25% of the time. However, some roles may require more time in our offices.

Visa sponsorship: We do sponsor visas! However, we aren't able to successfully sponsor visas for every role and every candidate. But if we make you an offer, we will make every reasonable effort to get you a visa, and we retain an immigration lawyer to help with this.

Not all strong candidates will meet every single qualification as listed. Research shows that people who identify as being from underrepresented groups are more prone to e