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Salary: EUR 170,000 - 215,000 / annual
Anthropic is seeking a Sales Development Manager for EMEA to lead and scale the business development function across Europe, the Middle East, and Africa. You will build and manage a team of 6-8 Business Development Representatives (BDRs) primarily based in Dublin, with responsibility for establishing Anthropic's regional presence and building the foundation for long-term growth.
Key responsibilities include building, leading, and scaling a BDR team across EMEA markets (Southern Europe, Northern Europe, and DACH region). You will develop and execute region-specific prospecting strategies that account for local market dynamics, cultural nuances, and competitive landscapes. The role requires supporting all sales segments (Startups, Commercial, Enterprise) with agility to shift resources based on regional opportunities.
You will partner with regional Account Executives and sales leadership to align pipeline generation with territory plans and revenue targets. Establishing KPIs and tracking mechanisms that account for regional differences while maintaining global consistency is essential. You'll create localized training programs and enablement materials that resonate with diverse European business cultures and build relationships with regional marketing teams to optimize lead quality and campaign effectiveness.
Additional responsibilities include owning regional Pipeline Reviews with sales leadership, navigating complex hiring and employment regulations across multiple European countries in partnership with HR and Legal, and coaching BDRs on region-specific prospecting techniques and career progression.
Required qualifications include 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, and experience managing distributed teams across different time zones and cultures. You must have strong understanding of business practices, sales cycles, and decision-making processes in key EMEA markets, experience adapting global sales processes for European markets, and deep understanding of GDPR, EU AI Act, and other European regulatory requirements affecting enterprise sales. Strong analytical skills, experience with Salesforce and sales technology stack, excellent communication skills, and a Bachelor's degree or equivalent work experience are required.
Preferred experience includes background at US-headquartered technology companies expanding in EMEA, experience 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 and strategic sales motions, fluency in German, French, Spanish or other major European languages, and a network of talent for BDR hiring across EMEA.
