Brian Malconian

Inquirer
DISC Type : dc

GTM - Financial Services at Anthropic

Boston, Massachusetts, United States

Overview

Brian leads Go-To-Market for financial services at Anthropic, drawing on 15 years of experience in complex cloud, AI, and software solutions. An alumnus of Bentley University, he has a history of exceptional sales performance, including achieving 258% of his annual quota at Salesforce.

Outside of his primary career in technology sales, Brian is the co-founder of Malco Realty Group, indicating a strong interest and active involvement in real estate and entrepreneurial ventures. He has also taken courses in advanced sales negotiation and effective business presentation writing.

He achieved Chairmans Club status at Salesforce, placing him in the top 1% of the company for performance.

Personality Overview

ROI Conscious

Upfront

Judgemental

They respond well to confident salespeople.  They care equally about the product and its potential impact. They can be nudged to make faster decisions by offering what they value.

Topics They Care About

AI in Financial Services
His current role at Anthropic is focused on bringing AI solutions to the financial services industry, and he actively posts about developments like Agentforce and ChatGPT.
Enterprise Sales Performance
He has a documented history of massively exceeding sales quotas, earning him the "Commercial Fins AE of the Year" and Chairman's Club awards at Salesforce.
Digital Transformation
In his previous role, he served as a consultant and adviser to strategic banks and lending companies on leveraging technology platforms for growth and transformation.

Media Appearances

Brian has no verified media appearances

Work History

4-2026
GTM - Financial Services at Anthropic
2-2025 - 4-2026
Strategic Senior Account Executive - Financial Services at Salesforce
1-2024
Co-Founder at Malco Realty Group
2-2022 - 2-2025
Strategic Account Executive - Financial Services at Salesforce
2-2020 - 2-2022
Senior Account Executive, Commercial Select Financial Services at Salesforce

Education

2005 - 2009
Bachelor of Science from Bentley University
Education details unavailable from RMIT University

More Information

Social Presence :

Prographics :

Exp : 19 Location : Boston, Massachusetts, United States Job Level : Leadership Designation : GTM - Financial Services at Anthropic
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Insights For Selling To Brian

During A Call Or A Meeting

DO's

  • Make sure that they have the necessary authority, they could present false stature sometimes
  • Ask them questions confidently while doing discovery, don’t be apologetic
  • Be crisp while making the pitch

DONT's

  • Don’t try to be an alpha salesperson, give them equal space
  • Do not give up if they are not convinced, try again with a different approach
  • Avoid repeating yourself or making generalizations

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Brian is

  • Confidence in the product plays an important role, followed by powerful testimonials.
  • Will you ever get a clear answer from Brian

  • They might hesitate a little, but they will say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Brian move?

  • They are neither the fastest decision makers nor the slowest.
  • Can Brian take some risk or not?

  • Once they have analyzed the pros and cons, they can take some risks.

You And Brian

Personality Compatibility


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