Manager, Sales Development - EMEA

The shape of it

In the posting’s own words

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.

What it asks for · 10

• 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

Also a plus

• 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

What the job covers

• Build, lead, and scale a team of 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

Degree language

• Bachelor's degree or equivalent work experience

Tools and skills named

Words the posting leans on

• sales11×
• european10×
• markets9×
• emea8×
• experience8×
• regional8×
• bdrs4×
• european markets4×
• build3×
• business3×
• cultures3×
• develop3×
• diverse european3×
• emea markets3×
• experience managing3×
• lead3×

Counted from the posting after the mission statement and the legal notices are set aside. The ones near the top are the ones a screener is looking for.

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