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About the Role
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.
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 the Beneficial Deployments Lead and cross-functional stakeholders while operating with significant regional autonomy.
- Help shape team processes and culture as we scale from 1 to N.
Requirements
- 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.
Skills
- Consultative sales expertise
- Social impact
- Building foundational sales teams
- Navigating complex sales cycles
- Building and scaling sales teams
- Recruiting
- Developing talent
- Retaining talent
- Cross-cultural communication
- Data protection regulations (GDPR, UK GDPR)
- AI ethics
- Responsible deployment
- Revenue target achievement
- Pipeline management
- Communication skills
- Adaptability
- Building from scratch
- Driving clarity in ambiguity
Location
- London
- EMEA
- SF headquarters
Work Type
- Hybrid
- Sales
Experience Level
- 8+ years of B2B sales experience
- Player-coach role
Education Level
- Bachelor’s degree or an equivalent combination of education, training, and/or experience
Salary/Compensations
- £280,000—£330,000 GBP OTE (On Target Earnings)
Benefits
- Competitive compensation
- Benefits
- Optional equity donation matching
- Generous vacation
- Parental leave
- Flexible working hours
- Lovely office space
About the Company
- 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.
- We believe that the highest-impact AI research will be big science.
- At Anthropic we work as a single cohesive team on just a few large-scale research efforts.
- 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.
- We're an extremely collaborative group, and we host frequent research discussions to ensure that we are pursuing the highest-impact work at any given time.
- We greatly value communication skills.
- Anthropic is a public benefit corporation headquartered in San Francisco.
Equal Opportunity
- We encourage you to apply even if you do not believe you meet every single qualification.
- Not all strong candidates will meet every single qualification as listed.
- Research shows that people who identify as being from underrepresented groups are more prone to experiencing imposter syndrome and doubting the strength of their candidacy, so we urge you not to exclude yourself prematurely and to submit an application if you're interested in this work.
- We think AI systems like the ones we're building have enormous social and ethical implications.
- We think this makes representation even more important, and we strive to include a range of diverse perspectives on our team.
- We encourage you to apply even if you do not believe you meet every single qualification.
- Not all strong candidates will meet every single qualification as listed.
- Research shows that people who identify as being from underrepresented groups are more prone to experiencing imposter syndrome and doubting the strength of their candidacy, so we urge you not to exclude yourself prematurely and to submit an application if you're interested in this work.
- We think AI systems like the ones we're building have enormous social and ethical implications.
- We think this makes representation even more important, and we strive to include a range of diverse perspectives on our team.