Sales Manager, Nonprofit & Education, EMEA

About Anthropic Anthropic’s mission is to create reliable, interpretable, and steerable AI systems. We want AI to be safe and beneficial for our users and for society as a whole. 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. 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. 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 Focus 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. Responsibilities - 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 You May Be a Good Fit If You Have - 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 d

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.

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.