Business Developer - Spanish market

Job Description

What you were looking for without daring to ask

💼 Permanent contract

💰 Between €45k and €60k gross fixed per year

📍 Barcelona

🏠 2 days of remote work per week

🎓 Bachelor or Master's Degree

🌍 Lucca is getting global! For this role, the required level of English is C1 (listening, reading and speaking)

Discover What We Do At Lucca

Lucca is a European HR software company that is expanding rapidly in Spain, and we want you to grow with us.

Our mission is simple: we design intuitive solutions that automate HR and administrative processes, giving thousands of companies across Europe more time and energy for what really matters : their people and their business.

With 800+ experts based in Spain, France, Germany and Switzerland, and 10 000 clients across 140+ countries, we’re building on a strong foundation while accelerating our international footprint, driving forward with an average annual growth of 40%.

In Spain, we’re expanding our presence and building strong local partnerships. You’ll join an ambitious and passionate team that values creativity, collaboration, and the joy of making an impact together.

What about your future team?

You'll be joining the Sales team, made up of experienced professionals focused on enterprise client acquisition in complex sales cycles.

Your manager will guide you through your journey at Lucca, bringing extensive experience in SaaS sales and deep knowledge of the HR market.

What will you be doing?

As a Business Developer, you will drive full-cycle sales for high-potential inbound opportunities, taking complete ownership of the sales process while ensuring exceptional client satisfaction. You will be expected to identify, engage, and close complex enterprise deals by deeply understanding client needs, leveraging consultative selling methodologies, and positioning Lucca's comprehensive HR solutions as the ideal strategic partner.

Reporting to the Sales Manager, you will work cross-functionally with Marketing, Product, and Implementation teams to ensure seamless deal progression and successful client onboarding.

Your Responsibilities

Full-cycle inbound sales management

• Own the end-to-end sales process for inbound opportunities from first contact through contract signature
• Conduct qualification calls using proven sales methodologies (SPIN, MEDDIC, Challenger Sales)
• Identify and engage high-potential prospects, filtering low-fit opportunities early
• Maintain rigorous pipeline discipline using Salesforce, ensuring accurate forecasting and reporting
  
  

Discovery, demonstrations & solution design

• Conduct deep discovery sessions to understand complex organizational challenges in HR operations, compliance, payroll integration, and employee engagement
• Plan and deliver personalized, compelling product demonstrations tailored to prospect needs
• Present Lucca's suite of solutions (Core HR, Time & Attendance, Payroll & Compensation, Expenses, Engagement, Training, Performance, and Office) as an integrated whole
• Develop customized proposals and quotations, positioning value aligned with client ROI
  
  

Deal progression & negotiation

• Manage complex negotiations around pricing, implementation timelines, and service terms
• Overcome objections with consultative approach, leveraging internal expertise where needed
• Facilitate stakeholder alignment and build consensus across prospect organizations
• Collaborate with Product, Technical, and Legal teams to resolve blockers and move deals forward
  
  

Implementation handoff & client success

• Assign qualified implementation consultants to closed deals
• Ensure smooth transition to onboarding by facilitating kickoff meetings and knowledge sharing
• Support customer success through the early implementation phase to ensure adoption and satisfaction
  
  

Requirements

Sounds like you, right?

You’re The Right Fit If You

• Proven SaaS Sales track record: 5+ years of experience in full-cycle enterprise software sales, with demonstrated success closing complex deals (especially in HR, HCM, or related domains)
• Enterprise sales expertise: Experienced managing sales cycles lasting 3–9+ months with multiple decision-makers
• Telephone & discovery mastery: Strong background as an SDR or conducting high-volume qualification calls; you understand how to uncover pain points and ask powerful discovery questions
• Product demonstration excellence: Proven ability to conduct product demonstrations and technical presentations for complex, feature-rich software; comfortable speaking to both business and technical stakeholders
• Consultative selling mindset: You prioritize understanding client needs over pushing features; you're skilled in SPIN Selling, MEDDIC, or similar methodologies
• Market expansion experience: Background launching sales efforts in new markets or entering new customer segments; comfort with ambiguity and building processes from the ground up
• Startup or scaleup mentality: Experience in high-autonomy environments where you've worn multiple hats; entrepreneurial mindset with strong drive for results
• Exceptional communication: Fluent in Spanish and English (written and spoken); articulate, professional, and able to build rapport across all levels of an organization
• Problem-solving orientation: You view challenges as learning opportunities; you're resilient, adaptive, and comfortable in fast-paced, competitive environments
• HR/Payroll domain knowledge (Nice-to-have): Familiarity with HR pain points, payroll challenges, compliance requirements, or talent management is a plus—but we'll train you if needed
  
  

Recruitment at Lucca: how it works

• Step 1: Phone interview with the recruiter (30 min)
• Step 2: Manager interview (60 min)
• Step 3: Technical Interview (60 min )
• Step 4: Our “Final Talk” (45 min) - Presentation of a topic of your choice in front of a panel of Luccasians.
  
  

What Makes The Difference At Lucca

💰 Collective bonus system.

🩺 Health insurance - complementary coverage fully financed by the company.

🧠 Free access to the Mentiness app - because mental well-being matters as much as performance.

🍽️ Meal vouchers - €9.25 per working day, with only 40% employee contribution.

🚆 Public transportation - 75% of your subscription covered.

🏋️ Wellhub subscription - discounted access to sports, fitness and activities you actually enjoy.

🍪 Office snacks & drinks - unlimited (or almost) cookies, snacks and beverages to keep you going.

🐾 Our office is pet-friendly! Feel free to bring your furry friends to work.

🏠 Remote-friendly work policy - remote work possible after onboarding, either occasional or hybrid (2 fixed or flexible days per week).

Our culture

At Lucca, we have just one rule: work seriously, but don’t take yourself too seriously. We value transparency, autonomy, high standards, and a free spirit so everyone can give their best while staying true to themselves.

And because work should also be fun, our year is full of events: several company seminars, a team-building activity per team, a start-up weekend, a welcome drink every month for new hires, and introductory lunches for newcomers. We love coming together, sharing, and celebrating… So, are you ready to join us?