Lead, develop and oversee large pre-sales teams (SDRs/BDRs), ensuring technical and behavioral growth and attainment of targets
Structure, review and optimize pre-sales processes, from demand generation through handover of opportunities to Sales
Design outbound prospecting strategies and refine inbound flows to increase productivity and the quality of leads worked
Define multichannel prospecting cadences involving email, phone, LinkedIn, WhatsApp, SMS and other relevant channels
Ensure application of consultative sales methodologies such as BANT, SPIN Selling and other qualification frameworks
Monitor team performance indicators (KPIs), including productivity, conversion rates, booking rate, opportunity quality and pipeline impact
Analyze commercial funnel data and propose improvements based on commercial intelligence
Collaborate with Marketing, Growth and Sales to align strategies, ICP, campaigns and demand generation
Implement and evolve tools, automations and technologies applied to the commercial operation
Leverage artificial intelligence to optimize processes, boost productivity and improve sales outreach
Participate in recruitment, onboarding, development and offboarding of team members
Establish management rituals, target tracking, one-on-one feedback and development plans
Foster a culture of high performance, continuous learning and ongoing improvement.

Solid experience leading pre-sales operations (SDR/BDR)
Experience in technology companies, SaaS or digital platforms
Background in B2B sales, preferably in SaaS or technology companies
Experience with Outbound prospecting strategies (hunter profile) and knowledge of Inbound operations
Mastery of qualification methodologies and consultative selling approaches such as BANT, SPIN Selling and similar
Knowledge of commercial intelligence, ICP definition, market segmentation and demand generation strategies
Experience with prospecting and sales automation tools such as Apollo, Meetime or similar platforms
Familiarity with CRM, pipeline management and tracking commercial metrics
Experience building and optimizing multichannel cadences
Familiarity with automations, lead nurturing and commercial workflows
Proficiency with AI tools and applications aimed at commercial productivity
Analytical ability to interpret data, identify bottlenecks and propose improvements.

Pre-Sales Coordinator

Key skills