Customer Success Manager – Cyber
About the job
- At least 7 years of experience in customer success, account management, or customer-facing roles, including at least 2 years of front-line management experience.
- A proven track record of managing and building customer success teams in SaaS, API, or AI/ML companies.
- Experience working with or inside cybersecurity companies, or in a security-adjacent domain such as security operations, detection and response, identity, cloud, or data security, with fluency to act as a credible subject matter expert for cyber customers and the team.
- Experience managing enterprise-scale customer portfolios, including accounts with $1M–$100M+ annual contract values.
- Strong understanding of consumption-based and seat-based business models, with ability to drive adoption, expansion, and value realization across different pricing structures.
- Technical fluency to understand AI/ML products, navigate technical conversations, and coach teams on product capabilities across multiple offerings.
- Ability to represent the company with customer technical and business leaders.
- Business acumen to articulate value, calculate return on investment, and drive customer business outcomes.
- Ability to balance strategic thinking with tactical execution and shift between coaching, customer engagement, and operational planning.
- Experience building customer success processes, playbooks, and operational frameworks, and using data to drive team and customer outcomes.
- Ability to coach customer success professionals and systematically improve team performance against key performance indicators.
- Track record of achieving team targets for expansion, retention, and customer satisfaction.
- Passion for responsible AI development and helping customers transform their businesses with cutting-edge technology.
- Bachelor’s degree or an equivalent combination of education, training, and/or experience; the field of study must be relevant to the role as demonstrated through coursework, training, or professional experience.
- Directly manage and develop a team of Customer Success Managers supporting strategic cybersecurity accounts across the company’s products, including API, Claude.ai, and Claude Code.
- Coach team members on customer success best practices, including change management and adoption strategies, value realization, and expansion methodologies across the product suite.
- Provide cybersecurity subject matter expertise to cyber customers and the Customer Success Managers supporting them, applying domain knowledge of security operations, detection and response, identity, cloud, and data protection in customer engagements, and coaching the team on how cyber vendors build, buy, and embed AI to engage credibly with CISOs, CTOs, and principal engineers.
- Drive team accountability to customer success metrics, including expansion through consumption growth and cross-sell or upsell opportunity identification, customer health scores, retention measured by net revenue retention, and customer satisfaction.
- Join strategic customer engagements and escalations, demonstrating executive presence with C-level stakeholders at leading cybersecurity companies.
- Build and refine scalable customer success processes, including success planning frameworks, quarterly business review templates, and expansion playbooks.
- Partner with Sales to identify expansion opportunities, facilitate handoffs, and align account strategies.
- Collaborate with Product, Engineering, and Marketing to advocate for customer needs and drive product adoption.
- Contribute to hiring, onboarding, and training initiatives as the Customer Success organization scales.
- Establish and nurture an AI-first, innovation-focused team culture, improve team processes, and deepen the team’s hands-on expertise.
- Conduct regular one-on-ones, performance reviews, and career development planning for direct reports.
- Own portfolio-level planning and forecasting, including renewal risk mitigation and expansion pipeline development.
- Serve as the escalation point for at-risk accounts and complex customer situations within the team’s portfolio.
- Develop customer advocacy programs, including case studies, testimonials, and reference architecture development.
- Champion responsible AI deployment practices with customers and represent the company’s values in customer interactions.
About the company
Anthropic focuses on AI research to build reliable, interpretable, and steerable AI systems. Its main product, Claude, is an AI assistant designed to handle tasks at any scale for clients across industries, delivered through deployment and licensing along with specialized AI R&D services. Claude works by combining natural language processing, human feedback, reinforcement learning, and interpretability techniques to produce a capable, controllable AI assistant that can assist with a wide range of tasks. The company differentiates itself from competitors by prioritizing safety, transparency, and controllability—emphasizing reliability, interpretability of model behavior, and user-controlled steerability in its AI systems. Anthropic’s goal is to make AI systems that people can trust and efficiently use to improve operations and decision-making across sectors.
Company Size
5,001-10,000
Company Stage
N/A
Total Funding
$224.8B
Headquarters
San Francisco, California
Founded
2021
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Simplify's Take
What believers are saying
- Revenue hit $11.5 billion in Q2 2026, after 12-fold 2025 growth.
- Anthropic expects second straight quarter of adjusted operating profit in 2026.
- Broadcom will lend up to $42 billion, funding chip access before IPO.
What critics are saying
- Anthropic owes $518 billion in cloud commitments; contract defaults accelerate payments.
- Two customers drove nearly a quarter of 2025 revenue, inviting sudden churn.
- OpenAI, DeepSeek, and Alibaba undercut Claude on price; safety failures create existential liability.
What makes Anthropic unique
- Claude Sonnet 4.6 ships 1M-token context and full-stack coding tools.
- Anthropic pairs frontier models with safety research and public risk disclosures.
- Claude runs across AWS, Google Cloud, Microsoft Azure, and Anthropic API.
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Benefits
Flexible Work Hours
Paid Vacation
Parental Leave
Hybrid Work Options
Company Equity
Growth & Insights and Company News
6 month growth
↑ 0%1 year growth
↑ 3%2 year growth
↑ 2%FTX's bankruptcy estate sold its 8% stake in Anthropic for $1.3 billion in 2024, a deal that looked profitable at the time. The AI company has since raised funds at a $965 billion valuation, meaning the stake FTX sold would now be worth between $60 billion and $77 billion on paper. The biggest buyer was ATIC Third International Investment, linked to Abu Dhabi's Mubadala fund, which paid nearly $500 million. Jane Street, where FTX founder Sam Bankman-Fried previously worked, bought $100 million worth. Other buyers included Fidelity, Ford Foundation, and HOF Capital. FTX creditors have recovered 103% to 120% of their claims, totalling roughly $10 billion across five payment rounds. However, claims were valued at November 2022 prices, when bitcoin traded around $16,000, meaning customers won't benefit from subsequent crypto appreciation or Anthropic's massive valuation increase.
Broadcom has agreed to lend Anthropic up to $42 billion to finance infrastructure spending, according to the AI company's IPO filing. The convertible debt could fund roughly a third of Anthropic's $125.2 billion commitment for a five-year lease of tensor processing unit computing capacity. Anthropic is expected to become Broadcom's largest customer in its chip design business next year. The arrangement mirrors strategies used by Nvidia, which has leveraged its balance sheet to boost chip sales. The filing disclosed potential conflicts of interest, as Broadcom's dual role as hardware supplier and financing partner could affect Anthropic's access to computing power. Broadcom projects AI semiconductor revenue of approximately $115 billion in fiscal 2027 and $230 billion in fiscal 2028. The financing arrangement allows Broadcom to designate a financing partner, and the debt could convert into Anthropic shares.
Akamai Technologies announced an $11.6 billion, seven-year agreement with AI company Anthropic, which will use Akamai Cloud's infrastructure to support its CPU workloads. The deal includes provisions to expand by another $9 billion, potentially reaching $20 billion. Akamai also issued warrants to Anthropic that could represent roughly 5% of its outstanding shares. The Massachusetts-based cloud computing and cybersecurity firm had already secured $2.8 billion in multi-year cloud infrastructure commitments this year. Shares jumped over 20% following the announcement and are up 45% over the past year. The agreement will require $5.5 billion in new capital expenditures, with $1.7 billion realised in the fourth quarter. Analysts see significant upside, with a mean price target representing 44% potential gains from current levels.
Billionaire investor Bill Ackman praised AI startup Anthropic as "perhaps the greatest business story I've ever seen" but said his hedge fund Pershing Square likely won't invest in the company. Speaking to Bloomberg TV on Wednesday, Ackman lauded Anthropic's revenue growth and Claude product. However, he explained his fund prefers predictable, capital-efficient businesses like Microsoft, Visa, and Mastercard rather than fast-growing companies consuming substantial capital. He also questioned whether frontier AI models can maintain their advantage against lower-cost alternatives. Anthropic reportedly achieved nearly $4.6 billion in 2025 revenue, up 12-fold, but net losses reached $42 billion. The company is targeting a $2 trillion valuation in its planned IPO later this year. Pershing Square currently holds shares in Meta, Amazon, and Microsoft.
OpenAI has launched a marketplace allowing customers to retire spend commitments through 32 partners, mirroring AWS Marketplace's model. The move signals OpenAI's strategy to win through merit rather than coercion. By including Baseten, which provides access to open models, OpenAI demonstrates willingness to embrace competing models. This contrasts with Anthropic's approach, which blocks Claude Pro users from integrating with certain tools. The marketplace features caveats: only a fixed percentage of spend applies up to a cap, eligibility varies by customer and product, and billing occurs directly through partners. There's no self-service option at launch. The development positions OpenAI to benefit from customer decisions beyond model selection, potentially making its contract central to software purchasing decisions. This shift suggests AI labs are becoming the new cloud providers, whilst traditional cloud providers risk becoming less relevant to technology adoption decisions.