Manager, Sales Development - EMEA

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 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.
• 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.

The annual compensation range for this role is €170,000 - €215,000 EUR.