Our client is a leading international technology company specializing in advanced Workforce Management (WFM) solutions.
The Sales Director will lead the commercial expansion of the company in Spain, building a high-performing sales organization and positioning the company as a key player in the Workforce Management market.
Responsibilities
* Define, execute, and adjust the commercial strategy for Spain, aligned with the global direction of the company.
* Identify and prioritize key market segments (retail, healthcare, manufacturing, logistics, services, etc.) and target accounts (enterprise and mid-market).
* Develop and lead the strategy for new client acquisition as well as growth within existing accounts (upselling and cross-selling).
* Conduct market, competitor, and industry analysis to identify opportunities, risks, and trends within the Workforce Management space.
* Prepare the national sales budget, revenue forecasts, and pipeline reports, providing regular updates to senior leadership.
* Lead the full sales cycle: prospecting, qualification, discovery, product demos (in collaboration with pre-sales), value proposition, negotiation, and closing.
* Ensure a consultative sales approach, connecting product capabilities with concrete business challenges (productivity, compliance, employee well-being, cost optimization, etc.).
* Collaborate closely with pre-sales, consulting, delivery, and support teams to ensure a successful implementation and an excellent customer experience.
* Actively participate in tenders, RFPs/RFQs, and complex procurement processes with large enterprises and corporate groups
* Build, lead, and develop the commercial team in Spain (KAMs, BDMs, inside sales—depending on final structure).
* Define individual and team targets (average ticket, churn, customer expansion, etc.).
* Provide coaching, performance feedback, and ongoing training.
* Drive a high-performance culture focused on results, collaboration, and customer value.
* Ensure effective use of the CRM for opportunity management, forecasting, activity tracking, and pipeline visibility.
* Prepare periodic commercial activity and performance reports for regional/global leadership.
* Represent the company as the senior commercial leader in Spain, building trusted relationships with strategic clients at executive level (C-suite, HR, Operations, Finance).
* Develop and manage a partner ecosystem (consultancies, system integrators, HR tech partners) that generates opportunities and adds value to the solution.
* Represent the company at sector events, conferences, and professional forums (retail, healthcare, HR, technology), strengthening market positioning.
* Establish and monitor key commercial KPIs:
Pipeline volume and quality
Conversion rates per stage
Recurring revenue (ARR/MRR)
Position requirements
* University degree in Business Administration, Engineering, Economics, or similar.
* Postgraduate studies in Commercial Management, Marketing, Digital Business, or an MBA are highly valued.
* Strong command of CRM tools (Salesforce, HubSpot, Dynamics) and office software (Excel, PowerPoint, etc.).
* Very high level of English
* Minimum 8–10 years in B2B technology sales, ideally within SaaS environments.
* At least 5 years in senior commercial leadership roles (Sales Manager, Country Sales Lead, Commercial Director), ideally with team management responsibility.
* Proven experience selling to large accounts and complex corporate environments.
* Strongly valued experience in Workforce Management
* Strategic vision and strong results orientation.
* Hands-on, pragmatic profile capable of combining leadership with operational involvement.
* Excellent negotiation and executive communication skills.
* Influencing capability and long-term relationship building.
* Strong leadership, able to motivate, develop, and retain sales talent.
* High customer orientation and consultative mindset.
* Analytical skills to interpret KPIs, performance data, and market trends.
* Resilience, initiative, and autonomy in high-growth and changing environments.