Sales Development Director

Papaya Global•Barcelona, CT

11d

About The Position

Papaya Global is seeking an experienced Sales Development Director to lead its global team of sales development representatives (SDRs) in Barcelona. The role works closely with Sales, Growth, and go-to-market teams to align SDR activity with company goals. The director will establish the SDR strategy and operating model, develop SDR leaders and teams, and ensure they achieve quotas, create outbound pipeline, and maintain high-quality performance. The role also oversees the SDR technology stack and partners with sales and marketing operations to adopt AI and automation that improve productivity and message quality.

Requirements

At least 5 years of experience leading a global B2B SDR team, including managing SDR managers, within the technology sector.
Proven record of delivering pipeline and quota targets, with experience in forecasting and capacity planning.
Strong coaching and mentoring skills, with a record of developing successful SDRs.
Ability to motivate and inspire managers to achieve targets and KPIs.
Strong analytical skills and a data-driven approach to performance improvement.
Familiarity with CRM systems such as Salesforce and HubSpot, sales engagement tools, and AI-enabled sales technologies.
Ability to collaborate effectively with other company departments.
Advanced English proficiency (C1 or higher).
Proficiency in selling technical products or services and ability to learn new products and complex concepts.

Nice To Haves

Experience in Finance and HR technology.
Bachelor's degree in business, marketing, or a related field, or equivalent professional experience.

Responsibilities

Lead and mentor a global team of SDRs, including Pod leaders and their teams, to achieve targets.
Design and operate the global SDR model, including team structure, coverage, and alignment with account executives.
Develop and deliver training programs for effective outbound prospecting.
Build a positive team culture through coaching and feedback on sales techniques, pitch delivery, and objection handling; establish career paths from SDR into AE and other roles.
Partner with the Growth team to improve prospecting and design targeted lead-generation campaigns, incorporating signal-based and account-based (ABX) programs.
Track meeting quality and SQL outcomes and establish a feedback loop between SDRs and AEs.
Own SDR pipeline targets, forecasting, and capacity planning.
Track and analyze global performance metrics and KPIs, using data to improve efficiency and exceed targets.
Recruit, train, and onboard new SDRs into the global team.
Continuously improve SDR processes and implement best practices across global sales development.
Oversee SDR technology and capabilities, collaborating with sales and marketing operations to adopt AI and automation, such as AI-assisted research, personalization, and conversation intelligence.