Head of Sales Development

Summary

Join EcoVadis as their Head of Pipeline Generation, a strategic role based in Barcelona leading a global Sales Development team of 40+ SDRs. You will drive top-of-funnel growth through inbound and outbound lead generation, overseeing lead conversion, outbound prospecting, and collaborating with Marketing and Field Sales. Responsibilities include building a high-performing team, optimizing lead flow, aligning on pipeline goals, and implementing innovative technologies like GenAI. The ideal candidate possesses extensive B2B sales experience, proven leadership skills, and a data-driven approach. EcoVadis offers a supportive work environment with flexible hours, wellness benefits, and professional development opportunities.

Requirements

• 10+ years of experience in B2B sales or demand generation, including 5+ years leading a high-performing, global SDR or inside sales team
• Proven track record of building and scaling pipeline generation functions in a fast-growing SaaS or tech environment
• Exceptional leadership and team development skills with experience managing managers
• A track record of driving process improvements and change management across teams to enhance SDR performance and lead quality
• Data-driven and process-oriented, with tech stack fluency and strong proficiency in CRM and sales engagement platforms (e.g., Salesforce, Outreach/Salesloft, HubSpot)
• High proficiency with pipeline attribution modeling and analytical approaches on activity effectiveness, conversion rates, lead quality etc
• Strong understanding of inbound lead management and outbound prospecting best practices
• Thought leadership and experience of new and evolving pipeline generation techniques and examples of bringing them to a growing organization
• Demonstrated ability to identify, evaluate and implement emerging sales technologies, including Generative AI tools, to enhance SDR productivity, personalization, and pipeline quality
• Strong leadership influence to take ownership of company-level pipeline topics and collaborate cross-functionally to resolve challenges and maximize opportunities
• Strong understanding of the MEDDPICC qualification and sales methodology and extensive experience leveraging it to drive results
• Collaborative mindset and experience partnering cross-functionally with Marketing and Sales
• Able to travel between the Toronto and Barcelona hubs when needed and occasionally to the Paris HQ
• Passion for sustainable business and the EcoVadis mission

Responsibilities

• Lead and inspire a team of 40+ SDRs across multiple regions, creating a culture of high performance, accountability, and innovation
• Lead a coaching culture to transform the team and function
• Oversee all inbound lead conversion efforts, ensuring rapid and high-quality follow-up on marketing-generated leads
• Drive outbound prospecting initiatives including cold calling, email campaigns, event-based outreach, and social selling strategies
• Partner closely with the Marketing team to optimize lead flow, campaign effectiveness, and audience targeting
• Collaborate with Field Sales leadership to align on pipeline coverage goals, territory needs, and lead quality
• Bring rigor and process excellence to pipeline reporting, lead scoring, outreach cadences, and team performance metrics
• Recruit, train, and coach SDRs and team leaders, building scalable onboarding and continuous development programs
• Launch creative pipeline generation initiatives to penetrate new verticals, regions, and target accounts
• Explore and integrate innovative technologies, including GenAI, to optimize inbound conversion, outreach cadences, personalize messaging at scale, and improve overall SDR effectiveness
• Serve as a key voice in go-to-market planning, ensuring SDR efforts are tightly integrated with broader commercial strategy

Benefits

• Support with all the necessary office and IT equipment
• Flexible working hours
• Wellness allowance for mental and physical wellbeing
• Access to professional mental health support
• Referral bonus policy
• Learning and development
• Sustainability events and community involvement
• Peer recognition program
• Employee-led resource groups
• Hybrid work organization
• Remote work from abroad policy
• Meals and Transportation Vouchers (Cobee card)
• Dental Benefits
• Life & Accident Insurance + Private Health Insurance
• Paid employee volunteer day
• Paid moving day (1/year)
• Time off: 1 Community Service Day + 1 Personal Day
• Summer Hours in July and August (36 hours per week)
• Hybrid monthly allowance for electricity and internet