Account Executive Sales Manager (Nonprofit & Education, EMEA)

Requirements

• 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.
• 8+ years of B2B sales experience in nonprofit technology, EdTech, or social impact sectors, preferably in EMEA SaaS or emerging technologies.
• 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.
• 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.
• Deep understanding of nonprofit or education sector operations, including INGO federated structures, European foundation giving, UK charity sector dynamics, and/or higher education procurement.
• Demonstrated ability to navigate diverse stakeholder ecosystems including trustees, executive directors, programme officers, and procurement committees.
• A scrappy mentality—comfortable wearing multiple hats, building from scratch, driving clarity in ambiguous situations, and doing whatever it takes to further the mission.
• Strong understanding of GDPR and UK data protection, with ability to address customer concerns about AI ethics and responsible deployment.
• Proven experience exceeding revenue targets while operating autonomously, managing an evolving pipeline across multiple market segments and time zones.
• Excellent communication skills with ability to adapt style across cultural contexts.
• Fluency in English required; proficiency in French valued given Francophone Africa coverage; additional European languages a plus.
• A genuine passion for social impact and experience with or commitment to advancing mission-driven work through technology.
• (Desirable) Active involvement in the EMEA nonprofit or education community through board service, advisory roles, or sector leadership.
• (Desirable) Existing relationships with major INGOs (Save the Children, Oxfam, IRC, MSF, CARE, World Vision), foundations, or educational institutions.
• (Desirable) Familiarity with nonprofit data privacy requirements, AI ethics frameworks, and responsible technology deployment.
• (Desirable) Track record of building strategic partnerships with foundations or philanthropic advisors.
• (Desirable) Experience presenting at nonprofit conferences (Bond Conference, NCVO Conference, Skoll World Forum) or education forums.
• (Desirable) Understanding of specific verticals: education technology, digital health, financial inclusion/economic mobility programs.
• Minimum education: Bachelor’s degree or an equivalent combination of education, training, and/or experience.
• We encourage you to apply even if you do not believe you meet every single qualification.

What the job involves

• 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.
• Our team and verticals are evolving rapidly—the ideal candidate thrives in ambiguity, is energised by building from scratch, and can flex across changing priorities as we learn what works.
• This role will lead EMEA sales efforts across Beneficial Deployments verticals, which currently include:
• Nonprofits & Foundations: INGOs, charitable trusts, foundations, and social enterprises across Europe, Middle East, and Africa. Navigate federated organisational structures, EU/UK regulatory requirements, and diverse funding mechanisms.
• Education: Educational institutions, EdTech organisations, and learning-focused nonprofits working to expand access and improve outcomes.
• Emerging Markets: Partnerships in Africa and India with organisations driving social impact at scale.
• Note: Verticals and priorities may evolve as the team learns and grows. We're looking for someone comfortable with a shifting remit who can help shape what this role becomes.
• 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.
• 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.
• 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.
• Navigate complex stakeholder ecosystems including INGO executive teams, foundation programme officers, university leadership, trustees, executive directors, and IT departments to build consensus.
• Develop and maintain relationships with key EMEA ecosystem players: nonprofit networks (Bond, NCVO, European Foundation Centre), education networks, and implementation partners.
• 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.
• 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.
• Ensure all sales activities comply with relevant data protection regulations (GDPR, UK GDPR) and address customer concerns about data sovereignty, AI ethics, and responsible deployment.
• 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.
• Help shape team processes and culture as we scale from 1 to N.