Customer Marketing Lead, Startups - EMEA

About the role

We are looking for a customer marketing leader to build and scale our customer marketing function for the Startups segment across EMEA. In this role, you'll craft compelling founder and developer success stories, design co-marketing programs with high-growth startups, and orchestrate key moments that deepen relationships with technical leaders at our most innovative startup customers across European markets.

Responsibilities:

• Develop compelling customer narratives—case studies, technical deep-dives, founder testimonials, thought leadership, video content—that resonate with EMEA startup audiences and showcase how AI-native companies are building with Claude

• Define the EMEA startup customer segmentation and tiering framework, mapping accounts from early-stage through growth-stage across European markets to guide advocacy prioritization and resource allocation

• Balance high-touch programming for marquee EMEA startup customers with scalable customer marketing initiatives that reach the broader developer and founder community across the region

• Design and execute personalized engagement strategies for strategic startup accounts, ensuring programming resonates with technical founders and engineering leaders while addressing regional market dynamics

• Orchestrate key moments programming including founder dinners, customer speaking opportunities at EMEA conferences, technical workshops, and startup showcase events across key tech hubs (London, Berlin, Paris, Amsterdam, Stockholm)

• Develop EMEA startup customer advisory programs that create authentic experiences and deepen relationships with highest-value accounts and influential founders across the region

• Partner with EMEA Startups Sales leadership and Venture Partnerships to identify expansion opportunities and ensure customer marketing initiatives directly support account growth and VC portfolio engagement

• Coordinate with strategic EMEA and global VC partners on co-marketing opportunities featuring portfolio company success stories

• Build and manage a regional programming calendar that balances customer advocacy activities with strategic account engagement across the EMEA startup ecosystem

• Identify and cultivate strategic customer relationships with founders and technical leaders across EMEA who can serve as powerful advocates and reference points for the startup community

• Create content that earns respect from technical audiences—authentic founder stories, technical implementation deep-dives, and developer-focused case studies tailored for EMEA markets

You may be a good fit if you:

• Have 6+ years of B2B customer marketing experience within SaaS or technology companies, ideally within EMEA markets or with significant EMEA responsibility

• Have a proven track record building customer advocacy programs from scratch, with demonstrated success in customer storytelling, advocacy program development, and account engagement

• Have experience marketing to and building relationships with high-growth EMEA startups and technical founders

• Can speak credibly to technical audiences—understand AI concepts, developer workflows, and technical use cases well enough to identify and tell compelling stories

• Have a strategic yet hands-on approach—ability to balance high-touch marquee customer programming with scaled programs, understanding when each approach is appropriate

• Have deep understanding of EMEA market dynamics, regional preferences, and cultural nuances that inform customer engagement strategies within the startup ecosystem

• Have exceptional storytelling abilities—can identify compelling customer narratives and bring them to life across multiple formats that feel authentic, not corporate

• Have a fast-paced working style with strong bias to action—comfortable shipping 80% solutions quickly and iterating, with ability to pivot as priorities shift

• Can thrive in ambiguity and startup environments, building programs with minimal guidance

• Have a background in B2B tech, ideally with experience at fast-paced scale-ups or developer-focused companies

• Currently based in EMEA region, and if applicable, willing to relocate to London

Strong candidates may also:

• Have experience building relationships with EMEA VCs, accelerators, or partnering with VC firms to drive portfolio engagement and co-marketing

• Have previous experience at leading AI companies or marketing AI/ML products specifically

• Have experience in community building, customer advisory programs, or founder community management

• Have former founder experience or early employee at a successful startup

• Have experience scaling customer marketing programs across multiple European markets

• Have fluency in additional European languages (French/German)