Brian Kustera

Galvanizer
DISC Type : Id

Manager, Sales Recruiting at Anthropic

New York, New York, United States

Overview

Brian is a GTM Recruiting Manager at Anthropic, where he leads a team to scale the sales organization for beneficial AI. With experience at high-growth tech firms like Stripe and monday. com, he specializes in talent strategy and organizational design. Colleagues describe him as inclusive and hard-working.

Outside of his tech career, Brian has a creative background as a former writer and Associate Editor for The Tasting Panel, a national beverage industry magazine. He authored articles on brand marketing and product storytelling in the spirits sector, showing a passion for crafting compelling narratives.

He once authored a publication titled, "A Valuable Investment: Onboarding & Growth. "

Personality Overview

Pragmatic

Persuader

Self-Assured

A combination of speed and relationship gets the best response from them.  They are not against taking risks and can make tough decisions when required.
 They prefer to ensure that they are in control of the situation.

Topics They Care About

GTM Team Scaling
He leads a team of sales recruiters at Anthropic focused on scaling the Go-To-Market organization and previously hired for key sales and partnership roles at monday. com.
AI Commercialization
He joined Anthropic in the early stages of its commercialization journey, connecting his recruiting work directly to bringing safe and beneficial AI to the market.
Talent Strategy
In his management role, he partners directly with leadership on talent strategy and organizational design to support company growth.

Media Appearances

Brian has no verified media appearances

Work History

1-2025
Manager, Sales Recruiting at Anthropic
5-2023 - 12-2024
GTM & Business Recruiting at Anthropic
9-2020 - 11-2022
Product & Business Recruiting at Stripe
4-2020 - 9-2020
GTM Recruiting at monday.com
2-2017 - 4-2020
Business Recruiting at Button

Education

2008 - 2012
Bachelor of Arts from UC Santa Barbara

More Information

Social Presence :

Prographics :

Exp : 9 Location : New York, New York, United States Job Level : Middle Designation : Manager, Sales Recruiting at Anthropic
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Insights For Selling To Brian

During A Call Or A Meeting

DO's

  • Talk about other customers and how they have derived value from your product
  • Find ways to push them a little if they don’t start giving a clear yes or no in due course
  • Take a friendly, informal yet confident approach while pitching

DONT's

  • Don’t make promises that are hard to keep
  • Don’t be excessively objective, focus on building a story first
  • Don’t rely too much on what they promise, make your own deductions

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Brian is

  • Relationship and product conviction matter equally, followed by a sense of achievement.
  • Will you ever get a clear answer from Brian

  • If they are not convinced, they will say no though in a friendly way.

Insights For Deal Planning

    How fast (or slow) will Brian move?

  • They can make decisions quickly if they develop trust in you and conviction in the product.
  • Can Brian take some risk or not?

  • If necessary, they will be ready to take risks.

You And Brian

Personality Compatibility


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