Sales Manager (Nonprofit & Education, EMEA)

• 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
• 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
• 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

Benefits

• Comprehensive health, dental, and vision insurance for you and your dependents
• Inclusive fertility benefits via Carrot Fertility
• 22 weeks of paid parental leave
• Flexible paid time off and absence policies
• Mental health support for you and your dependents
• Competitive salary and equity packages
• Optional equity donation matching at a 1:1 ratio, up to 25% of your equity grant
• Retirement plans with competitive matching
• Life and income protection plans
• $500/month flexible wellness and time saver stipend
• Commuter benefits
• Annual education stipend
• Home office stipends
• Relocation support for those moving for Anthropic
• Daily meals and snacks in the office- 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
• 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
• A scrappy mentality—comfortable wearing multiple hats, building from scratch, driving clarity in ambiguous situations, and doing whatever it takes to further the mission
• A genuine passion for social impact and experience with or commitment to advancing mission-driven work through technology
• Strong understanding of GDPR and UK data protection, with ability to address customer concerns about AI ethics and responsible deployment
• 8+ years of B2B sales experience in nonprofit technology, EdTech, or social impact sectors, preferably in EMEA SaaS or emerging technologies
• Fluency in English required; proficiency in French valued given Francophone Africa coverage; additional European languages a plus
• Proven experience exceeding revenue targets while operating autonomously, managing an evolving pipeline across multiple market segments and time zones
• Demonstrated ability to navigate diverse stakeholder ecosystems including trustees, executive directors, programme officers, and procurement committees
• Excellent communication skills with ability to adapt style across 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
• Required field of study: A field relevant to the role as demonstrated through coursework, training, or professional experience
• Minimum years of experience: Years of experience required will correlate with the internal job level requirements for the position
• Minimum education: Bachelor’s degree or an equivalent combination of education, training, and/or experience
• 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
• Experience presenting at nonprofit conferences (Bond Conference, NCVO Conference, Skoll World Forum) or education forums
• Existing relationships with major INGOs (Save the Children, Oxfam, IRC, MSF, CARE, World Vision), foundations, or educational institutions
• Understanding of specific verticals: education technology, digital health, financial inclusion/economic mobility programs
• Active involvement in the EMEA nonprofit or education community through board service, advisory roles, or sector leadership
• Track record of building strategic partnerships with foundations or philanthropic advisors
• Familiarity with nonprofit data privacy requirements, AI ethics frameworks, and responsible technology deployment