Manager, Sales Development - EMEA
Dublin, IEFull-TimeManagerCustomer Acquisition
About Anthropic
- Anthropic’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.
Role Overview
- As a Sales Development Manager for EMEA at Anthropic, you will lead and scale our business development function across Europe, the Middle East, and Africa. You will build and manage a team of 6-8 BDRs primarily in Dublin. This role requires exceptional agility, cultural fluency across diverse European markets, and the ability to develop segment-specific strategies while navigating complex regulatory environments and regional nuances. You will be instrumental in establishing Anthropic's regional presence and building the foundation for long-term growth in EMEA.
Key Responsibilities
- Build, lead, and scale a team of 6-8 BDRs across EMEA markets including SEU, NEU, and DACH.
- Develop and execute region-specific prospecting strategies that account for local market dynamics, cultural nuances, and competitive landscapes across diverse European markets
- Support all sales segments (Startups, Commercial, Enterprise) with agility to shift resources based on regional opportunities
- Partner with regional AEs and sales leadership to align pipeline generation with territory plans and revenue targets
- Establish KPIs and tracking mechanisms that account for regional differences while maintaining global consistency
- Create localized training programs and enablement materials that resonate with diverse European business cultures
- Build and maintain relationships with regional marketing teams to optimize lead quality and campaign effectiveness
- Own regional Pipeline Reviews with sales leadership covering market-specific insights and growth opportunities
- Navigate complex hiring and employment regulations across multiple European countries, partnering with HR and Legal
- Coach and develop BDRs on region-specific prospecting techniques and career progression
- Build, lead, and scale a team of 6-8 BDRs across EMEA markets including SEU, NEU, and DACH.
- Develop and execute region-specific prospecting strategies that account for local market dynamics, cultural nuances, and competitive landscapes across diverse European markets
- Support all sales segments (Startups, Commercial, Enterprise) with agility to shift resources based on regional opportunities
- Partner with regional AEs and sales leadership to align pipeline generation with territory plans and revenue targets
- Establish KPIs and tracking mechanisms that account for regional differences while maintaining global consistency
- Create localized training programs and enablement materials that resonate with diverse European business cultures
- Build and maintain relationships with regional marketing teams to optimize lead quality and campaign effectiveness
- Own regional Pipeline Reviews with sales leadership covering market-specific insights and growth opportunities
- Navigate complex hiring and employment regulations across multiple European countries, partnering with HR and Legal
- Coach and develop BDRs on region-specific prospecting techniques and career progression
Qualifications
- 3-6 years of experience managing sales development or inside sales teams in EMEA
- Proven track record of growing and scaling teams across multiple European countries/offices
- Experience managing distributed teams across different time zones and cultures within EMEA
- Strong understanding of business practices, sales cycles, and decision-making processes in key EMEA markets
- Experience adapting global sales processes for European markets while maintaining consistency
- Deep understanding of GDPR, EU AI Act, and other European regulatory requirements affecting enterprise sales
- Strong analytical skills with ability to identify and act on regional market opportunities
- Experience with Salesforce and sales technology stack
- Excellent communication skills with ability to operate effectively across European cultures
- Bachelor's degree or equivalent work experience
- 3-6 years of experience managing sales development or inside sales teams in EMEA
- Proven track record of growing and scaling teams across multiple European countries/offices
- Experience managing distributed teams across different time zones and cultures within EMEA
- Strong understanding of business practices, sales cycles, and decision-making processes in key EMEA markets
- Experience adapting global sales processes for European markets while maintaining consistency
- Deep understanding of GDPR, EU AI Act, and other European regulatory requirements affecting enterprise sales
- Strong analytical skills with ability to identify and act on regional market opportunities
- Experience with Salesforce and sales technology stack
- Excellent communication skills with ability to operate effectively across European cultures
- Bachelor's degree or equivalent work experience
Preferred Experience
- Experience at US-headquartered technology companies expanding in EMEA
- Background in AI/ML, cloud infrastructure, or developer platforms
- Track record of building BDR/SDR functions from scratch in new European markets
- Experience managing both velocity (Startup/Commercial) and strategic (Enterprise) sales motions
- Fluency in German, French, Spanish or other major European languages
- Network of talent for BDR hiring across EMEA markets
- Experience at US-headquartered technology companies expanding in EMEA
- Background in AI/ML, cloud infrastructure, or developer platforms
- Track record of building BDR/SDR functions from scratch in new European markets
- Experience managing both velocity (Startup/Commercial) and strategic (Enterprise) sales motions
- Fluency in German, French, Spanish or other major European languages
- Network of talent for BDR hiring across EMEA markets
- The annual compensation range for this role is listed below.
- For sales roles, the range provided is the role’s On Target Earnings ("OTE") range, meaning that the range includes both the sales commissions/sales bonuses target and annual base salary for the role.
How we're different
- We believe that the highest-impact AI research will be big science. At Anthropic we work as a single cohesive team on just a few large-scale research efforts. And we value impact — advancing our long-term goals of steerable, trustworthy AI — rather than work on smaller and more specific puzzles. We view AI research as an empirical science, which has as much in common with physics and biology as with traditional efforts in computer science. We're an extremely collaborative group, and we host frequent research discussions to ensure that we are pursuing the highest-impact work at any given time. As such, we greatly value communication skills.
- The easiest way to understand our research directions is to read our recent research. This research continues many of the directions our team worked on prior to Anthropic, including: GPT-3, Circuit-Based Interpretability, Multimodal Neurons, Scaling Laws, AI & Compute, Concrete Problems in AI Safety, and Learning from Human Preferences.
