Manager, Sales Development - EMEA

Role Overview

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 6-8 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

• 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

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 ta