Account Executive, Anthropic

• 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
• 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
• Education requirements: We require at least a Bachelor's degree in a related field or equivalent 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

Desirable

• As an Account Executive, 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