Sales Development Director

Papaya Global; Barcelona; Hybrid; EUR 120,000 - 180,000; Full time

Job summary

Papaya Global in Barcelona is seeking an experienced SDR Director to lead our global SDR organization. You will design the operating model, mentor SDR leaders, and align SDR activities with Growth and GTM goals to drive outbound pipeline and capacity planning.

You will build training programs, optimize processes, and ensure high-quality prospects, working with Sales, Growth and Marketing ops. English fluency required; Finance/HR tech experience a plus.

Qualifications

• 5+ years leading global B2B SDR teams, including SDR managers.
• Experience forecasting and capacity planning in Tech/Finance/HR sectors preferred.
• Proven coaching/mentoring skills with track record of developing SDRs.
• Strong analytical mindset with data-driven performance improvement.
• Familiarity with CRM systems (Salesforce, HubSpot) and sales tech.
• Ability to collaborate across departments and drive cross-functional initiatives.
• Advanced English (C1 or higher).
• Bachelor's degree in business, marketing, or related field, or equivalent experience.

Responsibilities

• Lead and mentor a global SDR team, overseeing pod leaders and teams.
• Design and run the global SDR operating model and alignment with AE teams.
• Develop and deliver training programs for outbound prospecting and coaching.
• Partner with Growth to design campaigns that generate SDR leads (ABX & signal-based).
• Track meeting quality, SQL outcomes, and pipeline targets with KPIs.
• Oversee recruitment, onboarding, and process improvements for SDRs.
• Manage SDR tech stack and leverage AI for scale and quality.

Skills

Global leadership

Coaching

Forecasting

Data analysis

CRM proficiency

Sales enablement

English (C1+)

Education

Bachelor's degree in business/marketing or related

Tools

Salesforce

HubSpot

AI sales tools

Job description

Papaya Global is a rapidly growing, award-winning B2B tech unicorn with an ambitious mission to revolutionize the workforce & payments industry. With over $400M raised from multiple tier-one investors, our innovative technology provides a comprehensive solution for managing global workforces, encompassing everything from hiring and onboarding to paying employees in 180+ countries.

As part of this exciting expansion, we are looking for an experienced SDR director to join our growth team in Barcelona. We are seeking someone who possesses strong leadership and sales development skills with vast experience in leading a global SDR team.

In this role, you will be responsible for leading Papaya's global team of sales development representatives (SDRs). You will work closely with sales, Growth and GTM teams to ensure that the SDRs are aligned with company goals and objectives. Your primary responsibility will be to build the strategy and coach, mentor, and train SDR leaders and teams to be successful in their roles, achieve quota, support full outbound pipeline creation, and monitor the quality and performance of the team.

Responsabilities:

• Lead and mentor a global team of SDRs, overseeing Pod leaders and their teams to achieve team targets.
• Design and run the global SDR operating model, including team structure, coverage and AE alignment.
• Develop and execute training programs for effective outbound prospecting. Cultivate a positive culture with coaching and feedback processes for managers and SDRs on sales techniques, pitch delivery and objection handling, and build clear career paths from SDR into AE and other roles.
• Partner with the Growth team to enhance the prospecting process and design targeted campaigns that generate leads for the SDR team, integrating industry best practices, including signal-based and account-based (ABX) programs
• Track meeting quality and SQL outcomes, and build a strong feedback loop between SDRs and AEs.
• Own SDR pipeline targets, forecasting and capacity planning. Track and analyze global performance metrics and KPIs to ensure the SDR team consistently exceeds targets, using data-driven insights to improve efficiency.
• Run recruitment, training and onboarding for new SDRs, ensuring a smooth integration into the global team. Continuously improve SDR team processes and implement best practices across global sales development.
• Oversee the SDR technology stack and capabilities, collaborating with sales and marketing operations teams to adopt AI and automation (such as AI-assisted research, personalization and conversation intelligence) that increase SDR productivity and message quality at scale.

Requirements

• 5+ years of experience in leading a global B2B SDR team, including managing SDR managers, within the technology sector, with experience in Finance and HR tech preferred.
• Proven track record of delivering pipeline and quota targets, with experience in forecasting and capacity planning.
• Strong coaching and mentoring skills, with a track record of developing successful SDRs.
• Ability to motivate and inspire managers to achieve targets and KPIs.
• Strong analytical skills with a data-driven mindset and a focus on using metrics to drive performance improvements.
• 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 (C1 or higher).
• Bachelor's degree in business, marketing, or a related field, or equivalent professional experience, preferred.
• Proficient in selling technical products/services; open to and capable of mastering new products and intricate concepts.