Sales Manager EMEA in London

Our team is a quickly growing group of committed researchers, engineers, policy experts, and business leaders working together to build beneficial AI systems. 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. 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. 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. Role FocusThis 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. We're looking for someone comfortable with a shifting remit who can help shape what this role becomes. ResponsibilitiesWin 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 AnthropicBuild 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 yourselfDesign and execute innovative sales strategies tailored to diverse EMEA contexts: nonprofit budget cycles and grant timelines, foundation giving patterns, and varying regulatory environments across jurisdictionsNavigate complex stakeholder ecosystems including INGO executive teams, foundation programme officers, trustees, executive directors, and IT departments to build consensusDevelop and maintain relationships with key EMEA ecosystem players: nonprofit networks (Bond, NCVO, European Foundation Centre), education networks, and implementation partnersInform product roadmaps by gathering feedback from EMEA nonprofit and education users. Provide insights on regional requirements including data sovereignty, language support, and compliance needsContinuously 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 teamEnsure all sales activities comply with relevant data protection regulations (GDPR, UK GDPR) and address customer concerns about data sovereignty, AI ethics, and responsible deploymentPartner effectively with SF-based teams across time zones, maintaining regular cadence with the Beneficial Deployments Lead and cross-functional stakeholders while operating with significant regional autonomyHelp shape team processes and culture as we scale from 1 to NYou May Be a Good Fit If You Have8+ years of B2B sales experience in nonprofit technology, EdTech, or social impact sectors, preferably in EMEA SaaS or emerging technologiesTrack record of managing complex sales cycles within nonprofits, INGOs, foundations, or educational institutions, securing strategic deals by understanding both mission requirements and technical needsExperience building and scaling sales teams, with proven ability to recruit, develop, and retain top talent while operating across multiple time zones and cultural contextsDeep understanding of nonprofit or education sector operations, including INGO federated structures, European foundation giving, UK charity sector dynamics, and/or higher education procurementDemonstrated ability to navigate diverse stakeholder ecosystems including trustees, executive directors, programme officers, and procurement committeesA scrappy mentality—comfortable wearing multiple hats, building from scratch, driving clarity in ambiguous situations, and doing whatever it takes to further the missionStrong understanding of GDPR and UK data protection, with ability to address customer concerns about AI ethics and responsible deploymentProven experience exceeding revenue targets while operating autonomously, managing an evolving pipeline across multiple market segments and time zonesExcellent communication skills with ability to adapt style across cultural contextsFluency in English required; proficiency in French valued given Francophone Africa coverage; additional European languages a plusA genuine passion for social impact and experience with or commitment to advancing mission-driven work through technologyStrong Candidates May Also HaveActive involvement in the EMEA nonprofit or education community through board service, advisory roles, or sector leadershipExisting relationships with major INGOs (Save the Children, Oxfam, IRC, MSF, CARE, World Vision), foundations, or educational institutionsFamiliarity with nonprofit data privacy requirements, AI ethics frameworks, and responsible technology deploymentTrack record of building strategic partnerships with foundations or philanthropic advisorsExperience presenting at nonprofit conferences (Bond Conference, NCVO Conference, Skoll World Forum) or education forumsUnderstanding of specific verticals: education technology, digital health, financial inclusion/economic mobility programsLogisticsLocation: London. Must be able to travel within EMEA (up to 30%) and to SF headquarters quarterly. Travel: Regular travel within EMEA for customer meetings, conferences, and team gatherings; quarterly travel to SF for alignment and planning. The annual compensation range for this role is listed below. For sales roles, the range provided is the role's On Target Earnings ("OTE") range, meaning that the range includes both the sales commissions/sales bonuses target and annual base salary for the role. Bachelor's degree or an equivalent combination of education, training, and/or experienceRequired field of study: A field relevant to the role as demonstrated through coursework, training, or professional experienceMinimum years of experience: Years of experience required will correlate with the internal job level requirements for the positionLocation-based hybrid policy: Visa sponsorship: We do sponsor visas! However, we aren't able to successfully sponsor visas for every role and every candidate. But if we make you an offer, we will make every reasonable effort to get you a visa, and we retain an immigration lawyer to help with this. We think AI systems like the ones we're building have enormous social and ethical implications. And we value impact — advancing our long-term goals of steerable, trustworthy AI — rather than work on smaller and more specific puzzles. We view AI research as an empirical science, which has as much in common with physics and biology as with traditional efforts in computer science. GPT-3, Circuit-Based Interpretability, Multimodal Neurons, Scaling Laws, AI & Compute, Concrete Problems in AI Safety, and Learning from Human Preferences. We offer competitive compensation and benefits, optional equity donation matching, generous vacation and parental leave, flexible working hours, and a lovely office space in which to collaborate with colleagues. Learn about our policy for using AI in our application process.