EMEA Startup Sales Manager

About the Role:

As the EMEA Startup Sales Manager at Anthropic youll lead our newly formed startup Account Executive team while driving new business acquisition across the European startup ecosystem. Based in our Dublin office youll focus on scaling our startup sales motion managing a high-performing team of Startup AEs and establishing Anthropic as the AI partner of choice for Europes most innovative companies. Youll play a critical role in executing our EMEA startup go-to-market strategy while building the foundation for long-term growth in this dynamic market segment.

Responsibilities:

Team Leadership & Development

• Lead and develop our newly formed team of Startup Account Executives across EMEA providing coaching mentorship and performance management to drive both individual and team success
• Recruit hire and onboard additional startup sales talent as the team scales building a diverse and high-performing organization
• Establish clear performance metrics sales targets and accountability frameworks while fostering a collaborative results-driven culture
• Conduct regular pipeline reviews forecast calls and deal coaching sessions to ensure team members consistently exceed their quotas

Sales Strategy & Execution

• Execute the EMEA startup go-to-market strategy translating regional plans into actionable territory assignments account segmentation and sales activities
• Develop and refine startup-specific sales playbooks messaging frameworks and competitive positioning to optimize conversion rates and deal velocity
• Own new business acquisition targets for the startup segment ensuring the team delivers consistent growth in new logo acquisition
• Partner with marketing to develop targeted campaigns content and lead generation strategies tailored to the European startup ecosystem

Market Development & Partnerships

• Build strategic relationships with key startup ecosystem players including accelerators incubators VCs and startup communities across EMEA
• Represent Anthropic at startup events conferences and ecosystem gatherings establishing thought leadership and driving pipeline generation
• Collaborate with cloud partners and technology vendors to develop co-selling motions and joint go-to-market strategies
• Identify emerging startup hubs and growth markets across EMEA recommending expansion strategies and resource allocation

Operational Excellence

• Manage sales operations for the startup segment including territory planning quota setting and performance tracking using Salesforce and other sales tools
• Provide accurate revenue forecasting and pipeline analysis to senior leadership identifying risks and opportunities across the portfolio
• Collaborate with enablement teams to deliver ongoing training on product updates competitive landscape and sales methodologies
• Partner with legal finance and operations teams to streamline contract processes and remove barriers to deal closure

Cross-Functional Collaboration

• Work closely with Customer Success and Account Management teams to ensure smooth handoffs and maximize customer lifetime value
• Partner with Product and Engineering teams to communicate market feedback and influence product roadmap decisions for startup customers
• Collaborate with the global sales leadership to share best practices coordinate on enterprise accounts with startup subsidiaries and align on strategic initiatives

Requirements:

Essential Qualifications

• 10 years of experience in B2B SaaS sales with 5 years in sales management or team leadership roles
• Proven track record of building and scaling sales teams with experience managing 8 individual contributors
• Deep understanding of the European startup ecosystem including funding cycles growth stages and key players across major markets
• Experience selling to startup customers across various growth stages (seed through Series C) with understanding of their unique needs and constraints
• Demonstrated success in consistently exceeding new business acquisition targets and team quotas
• Strong analytical skills with experience in sales forecasting pipeline management and performance optimization

Preferred Qualifications

• Previous experience in emerging technology sales (AI/ML developer tools or data platforms)
• Existing network within the European startup and VC community
• Experience working in or with Dublin-based technology companies
• Understanding of European data privacy regulations and business practices
• Multilingual capabilities (particularly German French or Spanish) to support diverse EMEA markets
• Bachelors degree in Business Technology or related field

Skills & Competencies

• Leadership: Ability to inspire coach and develop high-performing sales professionals while maintaining accountability for results
• Strategic Thinking: Capacity to translate company strategy into actionable plans while adapting to dynamic market conditions
• Communication: Excellent presentation and interpersonal skills for engaging with startup founders investors and internal stakeholders
• Data-Driven: Proficiency with Salesforce sales analytics and performance management tools
• Cultural Awareness: Understanding of European business practices and ability to work effectively across diverse markets and cultures

What We Offer:

• Competitive base salary and performance-based compensation
• Equity participation in Anthropics growth
• Comprehensive benefits package including health dental and pension contributions
• Professional development opportunities and leadership training
• Flexible working arrangements with modern Dublin office environment
• Opportunity to shape the AI industry across Europes most innovative companies