Description
As the EMEA AE Lead, Beneficial Deployments at Anthropic, you'll build and lead a foundational sales team driving Claude adoption across mission-driven organisations in Europe, the Middle East, and Africa.
You'll leverage your consultative sales expertise and passion for social impact to secure strategic partnerships with nonprofits, foundations, INGOs, educational institutions, and social enterprises across the EMEA market.
This is a player-coach role requiring someone who can personally close complex deals while building a high-performing regional team. You'll operate with significant autonomy across time zones while maintaining tight alignment with global strategy.
The ideal candidate brings deep experience in the EMEA nonprofit or social impact technology landscape, established relationships with mission-driven institutions, and a proven track record of building teams that drive revenue and mission impact simultaneously.
You'll win new business and drive revenue for Anthropic within EMEA mission-driven organisations. Navigate complex multi-stakeholder ecosystems to reach decision-makers, educate them about Claude, and help them succeed with Anthropic.
You'll build and lead a regional team supporting EMEA customers, both inbound and outbound. Establish team structure, hiring priorities, and operational processes for scaling,while rolling up your sleeves to close deals yourself.
You'll design and execute innovative sales strategies tailored to diverse EMEA contexts: nonprofit budget cycles and grant timelines, foundation giving patterns, and varying regulatory environments across jurisdictions.
You'll navigate complex stakeholder ecosystems including INGO executive teams, foundation programme officers, university leadership, trustees, executive directors, and IT departments to build consensus.
You'll develop and maintain relationships with key EMEA ecosystem players: nonprofit networks (Bond, NCVO, European Foundation Centre), education networks, and implementation partners.
You'll inform product roadmaps by gathering feedback from EMEA nonprofit and education users. Provide insights on regional requirements including data sovereignty, language support, and compliance needs.
You'll continuously refine the EMEA sales methodology by incorporating learnings into playbooks, templates, and best practices. Adapt global processes for regional contexts while contributing insights back to the global team.
You'll partner effectively with SF-based teams across time zones, maintaining regular cadence with Elizabeth Kelly and cross-functional stakeholders while operating with significant regional autonomy.
You'll help shape team processes and culture as we scale from 1 to N.
The ideal candidate has 8+ years of B2B sales experience in nonprofit technology, EdTech, or social impact sectors, preferably in EMEA SaaS or emerging technologies.
They have a track record of managing complex sales cycles within nonprofits, INGOs, foundations, or educational institutions, securing strategic deals by understanding both mission requirements and technical needs.
They have experience building and scaling sales teams, with proven ability to recruit, develop, and retain top talent while operating across multiple time zones and cultural contexts.
They have a deep understanding of nonprofit or education sector operations, including INGO federated structures, European foundation giving, UK charity sector dynamics, and/or higher education procurement.
They have demonstrated ability to navigate diverse stakeholder ecosystems including trustees, executive directors, programme officers, and procurement committees.
They have a scrappy mentality,comfortable wearing multiple hats, building from scratch, driving clarity in ambiguous situations, and doing whatever it takes to further the mission.
They have proven experience exceeding revenue targets while operating autonomously, managing an evolving pipeline across multiple market segments and time zones.
They have excellent communication skills with ability to adapt style across cultural contexts.
They have fluency in English required; proficiency in French valued given Francophone Africa coverage; additional European languages a plus.
They have a genuine passion for social impact and experience with or commitment to advancing mission-driven work through technology.
Strong candidates may also have active involvement in the EMEA nonprofit or education community through board service, advisory roles, or sector leadership.
They have existing relationships with major INGOs (Save the Children, Oxfam, IRC, MSF, CARE, World Vision), foundations, or educational institutions.
They have familiarity with nonprofit data privacy requirements, AI ethics frameworks, and responsible technology deployment.
They have a track record of building strategic partnerships with foundations or philanthropic advisors.
They have experience presenting at nonprofit conferences (Bond Conference, NCVO Conference, Skoll World Forum) or education forums.
They have understanding of specific verticals: education technology, digital health, financial inclusion/economic mobility programmes.