{"id":27392,"date":"2026-09-10T11:37:34","date_gmt":"2026-09-10T11:37:34","guid":{"rendered":"https:\/\/transfollow.com\/open-positions\/sales-development-representative-saas-madrid-spain\/"},"modified":"2026-09-10T11:37:34","modified_gmt":"2026-09-10T11:37:34","slug":"sales-development-representative-saas-madrid-spain","status":"publish","type":"jobs","link":"https:\/\/transfollow.com\/de\/open-positions\/sales-development-representative-saas-madrid-spain\/","title":{"rendered":"Sales Development Representative (SaaS) &#8211; Madrid, Spain"},"content":{"rendered":"<div id=\"pl-27392\"  class=\"panel-layout\" ><div id=\"pg-27392-0\"  class=\"panel-grid panel-has-style\" ><div class=\"background_repeat panel-row-style panel-row-style-for-27392-0\" ><div id=\"pgc-27392-0-0\"  class=\"panel-grid-cell\" ><div id=\"panel-27392-0-0-0\" class=\"so-panel widget widget_tf-column_photo_and_text panel-first-child panel-last-child hide_hex\" data-index=\"0\" ><div\n\t\t\t\n\t\t\tclass=\"so-widget-tf-column_photo_and_text so-widget-tf-column_photo_and_text-default-d75171398898-27392\"\n\t\t\t\n\t\t>\r\n<section class=\"widget_tf-column_photo_and_text no-elements\" style=\"background-color:#013fe7 !important; color:#ffffff !important\">\r\n    \r\n    <div class=\"container\">\r\n        <div class=\"row heading-row\" style=\"padding-top:80px;padding-bottom:0px;\">\r\n            <div class=\"col-12\">\r\n                                    <h2>Sales Development Representative (SaaS)<\/h2>\r\n                            <\/div>\r\n        <\/div>\r\n\r\n                <div class=\"row justify-content-between container_photo_and_text description \" style=\"padding-top:0px;padding-bottom:80px;\">\r\n\r\n                            <div class=\"text_column_photo_and_text col-12 col-lg-10 col-xl-10 column-left\"> \r\n                    <div class=\"icon\">\r\n                                            <\/div>\r\n                    <div><b data-olk-copy-source=\"MessageBody\">Job title<\/b><br \/>\nSales Development Representative (SaaS)<\/div>\n<div><b>Client scope<\/b><br \/>\nEnterprise, Mid-Market, SMB<\/div>\n<div><b>Location<\/b><br \/>\nMadrid, Spain<\/div>\n<div><b>Languages<\/b><br \/>\nSpanish and English \u2013 both mandatory<\/div>\n<div><b>Contract type<\/b><br \/>\nFull time<\/div>\n<div><b>Experience required<\/b><br \/>\nMinimum 3 years in B2B SaaS sales or sales development roles<\/div>\n<div><\/div>\n<div><\/div>\n<hr \/>\n<div id=\"x_1-context-and-objectives\">\n<h5><b>1. Context and objectives<\/b><\/h5>\n<\/div>\n<div>TransFollow is a fast-growing SaaS product, owned by Viaservice, that has established itself as the leader in the digitalisation of eCMR and transport waybills across Europe. The company has reached a decisive turning point: product-market fit is firmly established, and our strategic evolution towards full supply-chain visibility and driver empowerment has been validated by significant contracts with major enterprises.<\/div>\n<div>This role is part of an ambitious commercial strategy aimed at accelerating revenue growth by generating high-quality pipeline, expanding market penetration, and supporting the Account Executive team in closing new business across all segments.<\/div>\n<div><\/div>\n<div id=\"x_2-core-mission\">\n<h5><b>2. Core mission<\/b><\/h5>\n<\/div>\n<div>To identify, qualify and develop new sales opportunities through proactive outbound prospecting and inbound lead management, booking qualified meetings for the Account Executive team and contributing directly to revenue growth.<\/div>\n<div id=\"x_3-responsibilities-and-activities\">\n<h5><b>3. Responsibilities and activities<\/b><\/h5>\n<\/div>\n<div id=\"x_31-prospecting-and-lead-generation\">\n<div><b>3.1 Prospecting and lead generation<\/b><\/div>\n<\/div>\n<ul>\n<li>\n<div role=\"presentation\">Research and identify target accounts and key decision-makers within Enterprise, Mid-Market and SMB segments using tools such as LinkedIn Sales Navigator, CRM and intent data platforms.<\/div>\n<\/li>\n<li>\n<div role=\"presentation\">Execute high-volume outbound prospecting through cold calls, personalized email sequences and social selling to initiate conversations and drive interest in TransFollow's SaaS solutions.<\/div>\n<\/li>\n<li>\n<div role=\"presentation\">Build and maintain a robust pipeline of qualified prospects aligned with the ideal customer profile (ICP).<\/div>\n<\/li>\n<\/ul>\n<div id=\"x_32-lead-qualification-and-discovery\">\n<div><b>3.2 Lead qualification and discovery<\/b><\/div>\n<\/div>\n<ul>\n<li>\n<div role=\"presentation\">Qualify inbound and outbound leads against defined criteria (company size, needs, budget, decision-making process, timeline).<\/div>\n<\/li>\n<li>\n<div role=\"presentation\">Conduct initial discovery calls with prospects to understand their pain points, business challenges and digitalisation goals in transport and logistics.<\/div>\n<\/li>\n<li>\n<div role=\"presentation\">Assess product fit and readiness to buy, ensuring only sales-ready opportunities are passed to Account Executives.<\/div>\n<\/li>\n<\/ul>\n<div id=\"x_33-meeting-booking-and-handover\">\n<div><b>3.3 Meeting booking and handover<\/b><\/div>\n<\/div>\n<ul>\n<li>\n<div role=\"presentation\">Book qualified product demonstrations and discovery meetings for Account Executives with clear context and stakeholder mapping.<\/div>\n<\/li>\n<li>\n<div role=\"presentation\">Ensure smooth handover of qualified opportunities to the AE team with comprehensive notes on prospect needs, objections and next steps.<\/div>\n<\/li>\n<li>\n<div role=\"presentation\">Track meeting show rates and collaborate with AEs to optimize conversion from meeting to opportunity.<\/div>\n<\/li>\n<\/ul>\n<div id=\"x_34-crm-and-pipeline-management\">\n<div><b>3.4 CRM and pipeline management<\/b><\/div>\n<\/div>\n<ul>\n<li>\n<div role=\"presentation\">Maintain accurate, up-to-date records of all prospect interactions, lead status and pipeline progression in the CRM.<\/div>\n<\/li>\n<li>\n<div role=\"presentation\">Meet or exceed weekly and monthly activity targets, including calls made, emails sent, meetings booked and qualified leads generated.<\/div>\n<\/li>\n<li>\n<div role=\"presentation\">Monitor personal KPIs and adjust outreach strategies based on performance data and feedback.<\/div>\n<\/li>\n<\/ul>\n<div id=\"x_35-market-intelligence-and-collaboration\">\n<div><b>3.5 Market intelligence and collaboration<\/b><\/div>\n<\/div>\n<ul>\n<li>\n<div role=\"presentation\">Stay informed on industry trends, competitive landscape, regulatory changes (e.g., eFTI Regulation) and customer needs in the transport and logistics sector.<\/div>\n<\/li>\n<li>\n<div role=\"presentation\">Collaborate closely with Marketing on campaign follow-up, lead nurturing and feedback on messaging effectiveness.<\/div>\n<\/li>\n<li>\n<div role=\"presentation\">Participate in sales training, team meetings, call reviews and role-playing exercises to continuously refine skills and stay updated on product offerings.<\/div>\n<\/li>\n<\/ul>\n<div id=\"x_36-promotion-and-evangelisation\">\n<div><b>3.6 Promotion and evangelisation<\/b><\/div>\n<\/div>\n<ul>\n<li>\n<div role=\"presentation\">Support awareness initiatives around eCMR adoption and transport document digitalisation to engage prospects.<\/div>\n<\/li>\n<li>\n<div role=\"presentation\">Contribute to generating qualified leads through field promotion activities, webinars and professional association engagement when required.<\/div>\n<\/li>\n<\/ul>\n<div id=\"x_4-required-skills\">\n<h5><b>4. Required skills<\/b><\/h5>\n<\/div>\n<div id=\"x_41-technical-skills\">\n<div><b>4.1 Technical skills<\/b><\/div>\n<\/div>\n<ul>\n<li>\n<div role=\"presentation\">Minimum 3 years of experience in B2B SaaS sales, inside sales or sales development roles.<\/div>\n<\/li>\n<li>\n<div role=\"presentation\">Proven track record of meeting or exceeding quota in a SaaS environment.<\/div>\n<\/li>\n<li>\n<div role=\"presentation\">Proficiency with CRM tools (Salesforce, HubSpot or equivalent) and sales engagement platforms (Outreach, Salesloft, Apollo or similar).<\/div>\n<\/li>\n<li>\n<div role=\"presentation\">Familiarity with the transport, logistics or supply-chain technology ecosystem (TMS, FMS, ERP, WMS) is a strong plus.<\/div>\n<\/li>\n<li>\n<div role=\"presentation\">Understanding of digital transformation challenges in transport document management (eCMR, waybills, compliance).<\/div>\n<\/li>\n<li>\n<div role=\"presentation\">Knowledge of API REST concepts and ability to understand technical integrations with customer systems (TMS, ERP, WMS).<\/div>\n<\/li>\n<\/ul>\n<div id=\"x_42-commercial-and-interpersonal-skills\">\n<div><b>4.2 Commercial and interpersonal skills<\/b><\/div>\n<\/div>\n<ul>\n<li>\n<div role=\"presentation\">Excellent written and verbal communication skills in both Spanish and English (mandatory).<\/div>\n<\/li>\n<li>\n<div role=\"presentation\">Strong prospecting abilities with comfort in high-volume outbound outreach and handling rejection.<\/div>\n<\/li>\n<li>\n<div role=\"presentation\">Active listening and consultative selling skills to uncover pain points and articulate value propositions effectively.<\/div>\n<\/li>\n<li>\n<div role=\"presentation\">Ability to engage with C-level stakeholders, operations managers and logistics decision-makers.<\/div>\n<\/li>\n<li>\n<div role=\"presentation\">Results-oriented mindset with strong time management and organisational skills.<\/div>\n<\/li>\n<\/ul>\n<div id=\"x_43-personal-qualities\">\n<div><b>4.3 Personal qualities<\/b><\/div>\n<\/div>\n<ul>\n<li>\n<div role=\"presentation\">Competitive, coachable and resilient with a growth mindset.<\/div>\n<\/li>\n<li>\n<div role=\"presentation\">Proactive and self-motivated, able to work autonomously while staying aligned with team goals.<\/div>\n<\/li>\n<li>\n<div role=\"presentation\">Enjoys cross-functional collaboration (Sales, Marketing, Product).<\/div>\n<\/li>\n<li>\n<div role=\"presentation\">Rigour, organisation and a sense of priorities in managing a high-activity pipeline.<\/div>\n<\/li>\n<li>\n<div role=\"presentation\">Adaptability to thrive in a fast-growing, dynamic SaaS environment.<\/div>\n<\/li>\n<\/ul>\n<div id=\"x_5-performance-indicators-kpis\">\n<h5><b>5. Performance indicators (KPIs)<\/b><\/h5>\n<\/div>\n<ul>\n<li>\n<div role=\"presentation\">Qualified meetings booked per month.<\/div>\n<\/li>\n<li>\n<div role=\"presentation\">Pipeline generated and % of total company pipeline sourced by SDR.<\/div>\n<\/li>\n<li>\n<div role=\"presentation\">Meeting-to-opportunity conversion rate.<\/div>\n<\/li>\n<li>\n<div role=\"presentation\">Opportunity-to-closed-won rate for SDR-sourced deals.<\/div>\n<\/li>\n<li>\n<div role=\"presentation\">Activity metrics: calls made per day, personalized emails sent.<\/div>\n<\/li>\n<li>\n<div role=\"presentation\">Speed-to-lead on inbound inquiries.<\/div>\n<\/li>\n<li>\n<div role=\"presentation\">Held meeting rate (% of meetings completed vs. booked).<\/div>\n<\/li>\n<li>\n<div role=\"presentation\">Quota attainment rate.<\/div>\n<\/li>\n<\/ul>\n<div id=\"x_6-compensation-and-commission\">\n<h5><b>6. Compensation and commission<\/b><\/h5>\n<\/div>\n<div>Specific OTE (On-Target Earnings) and commission structure will be discussed during the interview process based on experience and segment focus.<\/div>\n<div><\/div>\n<div id=\"x_7-internal-interfaces-and-collaboration\">\n<h5><b>7. Internal interfaces and collaboration<\/b><\/h5>\n<\/div>\n<ul>\n<li>\n<div role=\"presentation\"><b>Account Executives \/ New Business:<\/b>\u00a0Close collaboration on lead handover, opportunity qualification and deal strategy.<\/div>\n<\/li>\n<li>\n<div role=\"presentation\"><b>Marketing:<\/b>\u00a0Coordination on campaign follow-up, lead nurturing, messaging refinement and event support.<\/div>\n<\/li>\n<li>\n<div role=\"presentation\"><b>Product team:<\/b>\u00a0Relaying customer insights, pain points and market feedback to inform product roadmaps.<\/div>\n<\/li>\n<li>\n<div role=\"presentation\"><b>Partners (TMS \/ WMS \/ ERP \/ FMS):<\/b>\u00a0Supporting partner-sourced leads and co-selling initiatives when applicable.<\/div>\n<\/li>\n<li>\n<div role=\"presentation\"><b>Executive Management:<\/b>\u00a0Regular reporting on pipeline contribution, activity metrics and market insights.<\/div>\n<\/li>\n<\/ul>\n<div id=\"x_what-we-offer\">\n<h5><b>What we offer<\/b><\/h5>\n<\/div>\n<ul>\n<li>\n<div role=\"presentation\">Join a fast-growing SaaS company leading the digitalization of freight documents (eCMR, Carta de Porte) and offering cutting-edge collaborative solutions for the logistic industry.<\/div>\n<\/li>\n<li>\n<div role=\"presentation\">Be part of the Madrid office and play a key role in our Spanish market expansion.<\/div>\n<\/li>\n<li>\n<div role=\"presentation\">Strong team support from local and international colleagues in a collaborative, high-performance culture.<\/div>\n<\/li>\n<li>\n<div role=\"presentation\">Hybrid working model (Coslada office + remote flexibility).<\/div>\n<\/li>\n<li>\n<div role=\"presentation\">Career growth opportunities: clear path from SDR to Account Executive or Senior SDR roles.<\/div>\n<\/li>\n<li>\n<div role=\"presentation\">Continuous learning: access to sales training, coaching and modern sales tech stack.<\/div>\n<\/li>\n<li>\n<div role=\"presentation\">Competitive compensation package with uncapped commission potential.<\/div>\n<\/li>\n<\/ul>\n<div id=\"x_how-to-apply\">\n<h5><b>How to apply?<\/b><\/h5>\n<div>\n<p><strong>Please submit your CV and Letter of Motivation (English only) and any other documentation that adds value to your application. For more information you can contact us at <\/strong><strong>career@transfollow.org.<\/strong><\/p>\n<p><strong>We look forward to hearing from you!<\/strong><\/p>\n<\/div>\n<\/div>\n                        <div class=\"buttons\">\r\n                    <a href=\"mailto:career@transfollow.org\"\r\n               class=\"btn\"\r\n               style=\" background-color:#fdda25; color:#000; flex: 0 0 250px; \"               target=\"\">\r\n                Apply now!            <\/a>\r\n            <\/div>\r\n                <\/div>\r\n\r\n                    <\/div>\r\n    <\/div>\r\n<\/section>\r\n\r\n<\/div><\/div><\/div><\/div><\/div><\/div>","protected":false},"template":"","class_list":["post-27392","jobs","type-jobs","status-publish","hentry"],"acf":[],"aioseo_notices":[],"aioseo_head":"\n\t\t<!-- All in One SEO Pro 5.0.3 - aioseo.com -->\n\t<meta name=\"description\" content=\"Sales Development Representative (SaaS) Job title Sales Development Representative (SaaS) Client scope Enterprise, Mid-Market, SMB Location Madrid, Spain Languages Spanish and English \u2013 both mandatory Contract type Full time Experience required Minimum 3 years in B2B SaaS sales or sales development roles 1. 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