Sales Manager

Role Overview

• Own SMB outbound revenue end-to-end in the Spanish market: ARR targets, pipeline coverage, win rate, sales cycle, ACV, discounting discipline, and forecast accuracy — from first touch to closed-won.
• Lead and coach a full sales team (SDRs + AEs): weekly 1:1s, pipeline and pipeline-generation reviews, call coaching across cold outreach and closing calls, deal strategy, and consistent improvement plans tailored to each role.
• Build the outbound operating system for Spain: ICP segmentation, territory design, account/lead sourcing strategy, multi-channel outreach (phone/email/LinkedIn), cadence standards, SDR-to-AE handoff process, and activity-to-outcome accountability across the funnel.
• Hiring, onboarding, ramp: recruit both SDRs and AEs to build out the Madrid hub; design role-specific ramp plans with clear milestones for prospecting proficiency and closing readiness.
• Performance management: set clear expectations for each role, run weekly rhythms (WBR), diagnose root causes (skill/will/territory/message) at every stage of the funnel, and act fast on underperformance.
• Career pathing: build a clear progression from SDR to AE, creating the internal pipeline that fuels long-term team growth.
• Cross-functional execution: coordinate with Marketing (campaigns, content, events), Partnerships (local channels, KOLs in the Spanish legal ecosystem), and Product (feedback loops from the field).
• Process and tooling: ensure excellent CRM hygiene, disciplined sequencing, and consistent reporting across SDR and AE activity—truth over vibes.

Requirements

• Native or fully fluent Spanish, with strong English for cross-team collaboration with HQ.
• Proven SMB sales leadership in B2B SaaS in the Spanish market: you've managed both SDR and AE teams (or full-cycle teams spanning prospecting and closing) with consistent quota attainment.
• Hands-on outbound expertise: you can personally run sequences, cold call, and teach prospecting that converts — and you know what great discovery and closing look like.
• Coaching mindset across roles: you can diagnose performance gaps quickly at every funnel stage and coach with structure (call reviews, scorecards) for both prospecting and closing motions, not generic pep talks.
• Metrics-driven operator: fluent in funnel math (activity → meetings → demos → trials → closes), forecasting, and pipeline coverage — and able to spot whether the bottleneck sits at the SDR or AE layer.
• Tool fluency: CRM (HubSpot/Salesforce), sequencing/automation tools, Sales Navigator; strong discipline on data quality.
• Builder mentality: you're excited by the idea of standing up a new market hub, not just managing an existing motion.

Benefits

• Hybrid Work: Split your time between working from home and collaborating in our Madrid Sales Hub three days a week, with flexibility.
• Health Insurance: Comprehensive coverage to ensure peace of mind.
• Meal Vouchers: Daily support to make your lunch breaks easier.
• Performance Bonuses: Rewards tied directly to measurable results.
• Team Retreats & Off-sites: Dedicated time to connect, collaborate, and spark bold ideas.