Manager, Sales Development - EMEA
Leads and scales Anthropic’s EMEA business development function, managing a distributed BDR team and regional pipeline strategy across diverse European markets. Requires sales-development management experience, strong EMEA market knowledge, and familiarity with Salesforce and European regulations.
About the job
Responsibilities
- Build, lead, and scale a team of BDRs across EMEA markets, including SEU, NEU, and DACH.
- Develop region-specific prospecting strategies based on local market dynamics, cultural nuances, and competitive landscapes.
- Support Startup, Commercial, and Enterprise sales segments, shifting resources based on regional opportunities.
- Partner with regional account executives 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 and enablement materials for diverse European business cultures.
- Partner with regional marketing teams to optimize lead quality and campaign effectiveness.
- Lead regional pipeline reviews with sales leadership, providing market-specific insights and identifying growth opportunities.
- Navigate hiring and employment regulations across European countries with HR and Legal.
- Coach and develop BDRs on regional prospecting techniques and career progression.
Requirements
- 3–6 years of experience managing sales development or inside sales teams in EMEA.
- Experience growing and scaling teams across multiple European countries or offices.
- Experience managing distributed teams across different time zones and cultures.
- Strong understanding of business practices, sales cycles, and decision-making processes in key EMEA markets.
- Experience adapting global sales processes for European markets.
- Understanding of GDPR, the EU AI Act, and other European regulatory requirements affecting enterprise sales.
- Strong analytical skills and ability to act on regional market opportunities.
- Experience with Salesforce and sales technology stacks.
- Excellent communication skills 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.
- Experience building BDR/SDR functions from scratch in new European markets.
- Experience managing both velocity and strategic enterprise sales motions.
- Fluency in German, French, Spanish, or another major European language.
- Network of BDR hiring talent across EMEA markets.
Compensation
- Annual on-target earnings range: €170,000–€215,000 EUR.
- Hybrid policy with staff expected to work from an office at least 25% of the time.
Skills
Salesforce, Sales Development, Inside Sales, Pipeline Generation, Sales Enablement, Sales Analytics, GDPR, Eu Ai Act, Cloud Infrastructure, AI/ML, Developer Platforms, Account-Based Selling
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