Manager, Sales Development - EMEA

About this role

<div class="content-intro"><h2><strong>About Anthropic</strong></h2> <p>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.</p></div><h3 class="heading"><strong>Role Overview</strong></h3> <p>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.</p> <h3 class="heading"><strong>Key Responsibilities</strong></h3> <ul> <li>Build, lead, and scale a team of 6-8 BDRs across EMEA markets including SEU, NEU, and DACH. </li> <li>Develop and execute region-specific prospecting strategies that account for local market dynamics, cultural nuances, and competitive landscapes across diverse European markets</li> <li>Support all sales segments (Startups, Commercial, Enterprise) with agility to shift resources based on regional opportunities</li> <li>Partner with regional AEs and sales leadership to align pipeline generation with territory plans and revenue targets</li> <li>Establish KPIs and tracking mechanisms that account for regional differences while maintaining global consistency</li> <li>Create localized training programs and enablement materials that resonate with diverse European business cultures</li> <li>Build and maintain relationships with regional marketing teams to optimize lead quality and campaign effectiveness</li> <li>Own regional Pipeline Reviews with sales leadership covering market-specific insights and growth opportunities</li> <li>Navigate complex hiring and employment regulations across multiple European countries, partnering with HR and Legal</li> <li>Coach and develop BDRs on region-specific prospecting techniques and career progression</li> </ul> <h3 class="heading"><strong>Qualifications</strong></h3> <ul> <li>3-6 years of experience managing sales development or inside sales teams in EMEA</li> <li>Proven track record of growing and scaling teams across multiple European countries/offices</li> <li>Experience managing distributed teams across different time zones and cultures within EMEA</li> <li>Strong understanding of business practices, sales cycles, and decision-making processes in key EMEA markets </li> <li>Experience adapting global sales processes for European markets while maintaining consistency</li> <li>Deep understanding of GDPR, EU AI Act, and other European regulatory requirements affecting enterprise sales</li> <li>Strong analytical skills with ability to identify and act on regional market opportunities</li> <li>Experience with Salesforce and sales technology stack</li> <li>Excellent communication skills with ability to operate effectively across European cultures</li> <li>Bachelor's degree or equivalent work experience</li> </ul> <h3 class="heading"><strong>Preferred Experience</strong></h3> <ul> <li>Experience at US-headquartered technology companies expanding in EMEA</li> <li>Background in AI/ML, cloud infrastructure, or developer platforms</li> <li>Track record of building BDR/SDR functions from scratch in new European markets</li> <li>Experience managing both velocity (Startup/Commercial) and strategic (Enterprise) sales motions</li> <li>Fluency in German, French, Spanish or other major European languages</li> <li>Network of talent for BDR hiring across EMEA markets</li> </ul><div class="content-pay-transparency"><div class="pay-input"><div class="description"><p>The annual compensation range for this role is listed below. </p> <p>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.</p></div><div class="title">Annual Salary:</div><div class="pay-range"><span>€1</span><span class="divider">—</span><span>€1 EUR</span></div></div></div><div class="content-conclusion"><h2><strong>Logistics</strong></h2> <p><strong>Minimum education: </strong>Bachelor’s degree or an equivalent combination of education, training, and/or experience</p> <p><strong>Required field of study: </strong>A field relevant to the role as demonstrated through coursework, training, or professional experience</p> <p><strong>Minimum years of experience: </strong>Years of experience required will correlate with the internal job level requirements for the position</p> <p><strong>Location-based hybrid policy:</strong> Currently, we expect all staff to be in one of our…