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.
About the Role:
As the Head of Startup Sales in EMEA at Anthropic, you'll build and lead our full-cycle customer organization while serving as the senior leader for our Dublin office. You'll drive adoption of Anthropic's AI solutions across the European startup ecosystem, building and scaling new business, account management, and customer success teams that ensure responsible AI deployment.
As the Dublin site lead, you'll manage all office operations and serve as the executive point of contact for Ireland, working closely with global and local stakeholders to establish Anthropic's regional headquarters.
Responsibilities:
- Build and lead a comprehensive customer organization including Startup Account Executives, Account Managers, and Customer Success Managers, driving both new business acquisition and long-term customer value across EMEA
- Define and execute the EMEA startup go-to-market strategy, developing regional sales playbooks, territory plans, and customer segmentation models that drive both acquisition and expansion revenue
- Oversee customer lifecycle management from initial sale through expansion, ensuring seamless handoffs between sales and post-sales teams while maintaining high retention and growth rates
- Build strategic relationships with key startup ecosystem players including accelerators, incubators, VCs, and enterprise partners, representing Anthropic at senior levels across the European startup community
- Build strategic relationships with cloud partners to ensure strong co-selling motions
- Manage revenue forecasting, resource allocation, and investment planning across all customer-facing functions for the EMEA startup segment
- Partner with global leadership on company-wide initiatives, representing EMEA startup interests in product roadmap discussions, pricing strategy, and market expansion planning
- Drive cross-functional collaboration across EMEA offices, ensuring alignment for the startup segment
- Serve as the Dublin Site Lead, managing all office operations including space planning, local hiring strategy, and budget oversight, while serving as the executive liaison with Irish government bodies, regulatory authorities, and industry associations
- Partner with Tax, Legal, People Operations, Finance, and IT teams to ensure compliant and efficient office operations, including managing Irish employment law compliance, local benefits administration, and regulatory reporting requirements
Must Have Qualifications:
- 18+ years of experience in enterprise technology sales, with 8+ years leading multi-functional teams across sales, account management, and customer success
- Proven track record of building and scaling regional offices, including experience managing site operations, local compliance, and cross-functional teams in international markets
- Experience working with regulatory bodies, government agencies, and industry associations, with the ability to represent the company at the most senior levels
- Demonstrated success in P&L management for $100M+ business units, including experience with international revenue recognition, transfer pricing, and multi-currency operations
- Expertise in building integrated customer organizations that deliver seamless experiences from pre-sales through post-sales, with proven results in both new logo acquisition and expansion revenue
- Understanding of European data privacy regulations and business practices across multiple EMEA markets
- Track record of successful collaboration with corporate functions including Tax, Legal, HR, Finance, and IT to establish compliant international operations
- Experience building and leading diverse, multilingual European teams, with a focus on creating inclusive, high-performance cultures
- Strategic mindset with the ability to balance immediate revenue goals with long-term market development and ecosystem building
- Executive presence and communication skills suitable for engaging with C-level customers, investors, board members, and government officials
- Bachelor's degree required; MBA or advanced degree preferred
The expected salary range for this position is:
Education requirements: We require at least a Bachelor's degree in a related field or equivalent experience.
Location-based hybrid policy: Currently, we expect all staff to be in one of our offices at least 25% of the time. However, some roles may require more time in our offices.
Visa sponsorship: We do sponsor visas! However, we aren't able to successfully sponsor visas for every role and every candidate. But if we make you an offer, we will make every reasonable effort to get you a visa, and we retain an immigration lawyer to help with this.
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.
How we're differentWe 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. And 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. As such, we greatly value communication skills.
The easiest way to understand our research directions is to read our recent research. This research continues many of the directions our team worked on prior to Anthropic, including: GPT-3, Circuit-Based Interpretability, Multimodal Neurons, Scaling Laws, AI & Compute, Concrete Problems in AI Safety, and Learning from Human Preferences.
Come work with us!Anthropic is a public benefit corporation headquartered in San Francisco. We offer competitive compensation and benefits, optional equity donation matching, generous vacation and parental leave, flexible working hours, and a lovely office space in which to collaborate with colleagues.
