Account Executive, SMB - EMEA at Anthropic

About Anthropic 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 a SMB Account Executive on Anthropic’s Commercial team, you’ll drive adoption of safe, frontier AI by securing strategic deals with small and medium businesses across EMEA. You’ll leverage your consultative sales expertise and technical acumen to propel revenue growth while becoming a trusted partner to customers, helping them embed and deploy AI while uncovering its full range of capabilities. You’ll be part of Anthropic’s growing Commercial team, focused on serving the breadth of EMEA’s SMB market. The SMB team is pioneering a scaled sales approach that combines strategic automation with low-touch human engagement, allowing you to maximise productivity while delivering exceptional customer experiences. You should be passionate about building fundamentally new ways of working, experimenting with emerging tools and workflows, and evangelising the potential of transformative AI to SMBs across the region. Responsibilities • Drive revenue and win new business: Own a revenue target and all aspects of the sales cycle from prospecting to close, identifying high-potential opportunities and executing strategies to capture them. • Service inbound demand efficiently: Respond to and qualify inbound leads using a combination of digital engagement and strategic outreach to maximise conversion rates and deal velocity. • Execute strategic outbound campaigns: Identify and pursue target accounts using data-driven insights, deploying scaled outreach tactics while maintaining personalised engagement for key opportunities. • Deliver exceptional customer experiences: Guide customers through evaluation and onboarding, recommending relevant use cases and ensuring successful Claude deployment across their organisations. • Co-sell with our partner ecosystem: Work alongside our EMEA partners — boutique SIs, regional resellers, and cloud alliances — to extend reach, accelerate deployment, and unlock SMB opportunities at scale. • Shape the future of SMB GTM: Experiment with new sales tactics, apply Claude itself to your own workflow (“Claudification” of the motion), share learnings with the team, and help define how we serve EMEA’s SMB segment over the long term. • Collaborate cross-functionally: Partner with Product, Marketing, Customer Success, and other teams to deliver value to customers and provide market feedback to shape our roadmap. • Optimise for efficiency: Identify opportunities to automate or streamline workflows, leveraging modern sales tools to enhance productivity and scale your impact. You may be a good fit if you have: • 4+ years of B2B sales closing experience in high-volume SMB and/or mid-market segments, preferably in a PLG or high-growth SaaS company, with a proven track record of exceeding quota in high-velocity sales environments. • Experience with automation and tooling: Demonstrated ability to leverage sales technology, automation, or workflows to enhance productivity and improve sales outcomes. • Partner-friendly approach: Comfort co-selling with channel, SI, and cloud partners, and a track record of using an ecosystem to extend coverage and accelerate deals. • Builder mentality: “Roll up your sleeves” approach with enthusiasm for experimentation. Thrive in ambiguity and bring structure to evolving processes. • Data-driven mindset: Strong analytical skills with ability to prioritise opportunities based on signals and insights, making strategic decisions about resource allocation. • Excellent time management: Proven ability to manage multiple opportunities simultaneously with strong territory planning and account prioritisation skills. • Outstanding communication: Confidence presenting to various audiences and building rapport across organisational levels, from practitioners to executives. • Technical aptitude: Comfort discussing technical products and solutions with both technical and non-technical stakeholders. • Growth mindset: Highly coachable and adaptable, with genuine passion for continuous learning and improvement. • Process excellence: Strong experience with CRM systems, pipeline management, and forecasting. Comfortable with structured methodologies while remaining flexible. • Mission alignment: Passion for advanced AI systems and ensuring they are developed safely and deployed responsibly. • Location: This role is based in our Dublin hub. The annual compensation range for this role is listed below. For sales roles, the range provided is the role’s On Target Earnings ("OTE") range, meaning that the range includes both the sales commissions/sales bonuses target and annual base salary for the role. Annual Salary:€155.000—€205.000 EUR Logistics Minimum education: Bachelor’s degree or an equivalent combination of education, training, and/or experience 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 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. Your safety matters to us. To protect yourself from potential scams, remember that Anthropic recruiters only contact you from @anthropic.com email addresses. In some cases, we may partner with vetted recruiting agencies who will identify themselves as working on behalf of Anthropic. Be cautious of emails from other domains. Legitimate Anthropic recruiters will never ask for money, fees, or banking information before your first day. If you're ever unsure about a communication, don't click any links—visit anthropic.com/careers directly for confirmed position openings. How we're different 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. 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. Guidance on Candidates' AI Usage: Learn about our policy for using AI in our application process