Sales Development Manager – EMEA

About the role

As a Sales Development Manager for EMEA at Anthropic, you will 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 primarily based in Dublin. The role demands strong cultural fluency, agility, and the ability to craft segment‑specific strategies while navigating complex regulatory environments.

Key responsibilities

• Build, lead, and scale a team of BDRs across EMEA markets including SEU, NEU, and DACH.
• Develop and execute region‑specific prospecting strategies that reflect local market dynamics, cultural nuances, and competitive landscapes.
• Support all sales segments (Startups, Commercial, Enterprise) and 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, providing market‑specific insights and growth opportunities.
• Navigate complex hiring and employment regulations across multiple European countries in partnership with HR and Legal.
• Coach and develop BDRs on region‑specific prospecting techniques and career progression.

Required profile

• 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 or 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 knowledge of GDPR, EU AI Act, and other European regulatory requirements affecting enterprise sales.
• Strong analytical skills with the ability to identify and act on regional market opportunities.
• Bachelor’s degree (field not specified).

Required skills

• Salesforce