Sales Development Representative (SaaS)

Job title

Sales Development Representative (SaaS)

Client scope

Enterprise, Mid-Market, SMB

Location

Madrid, Spain

Languages

Spanish and English – both mandatory

Contract type

Full time

Experience required

Minimum 3 years in B2B SaaS sales or sales development roles

1. Context and objectives

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.

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.

2. Core mission

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.

3. Responsibilities and activities

3.1 Prospecting and lead generation

• 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.
• 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.
• Build and maintain a robust pipeline of qualified prospects aligned with the ideal customer profile (ICP).

3.2 Lead qualification and discovery

• Qualify inbound and outbound leads against defined criteria (company size, needs, budget, decision-making process, timeline).
• Conduct initial discovery calls with prospects to understand their pain points, business challenges and digitalisation goals in transport and logistics.
• Assess product fit and readiness to buy, ensuring only sales-ready opportunities are passed to Account Executives.

3.3 Meeting booking and handover

• Book qualified product demonstrations and discovery meetings for Account Executives with clear context and stakeholder mapping.
• Ensure smooth handover of qualified opportunities to the AE team with comprehensive notes on prospect needs, objections and next steps.
• Track meeting show rates and collaborate with AEs to optimize conversion from meeting to opportunity.

3.4 CRM and pipeline management

• Maintain accurate, up-to-date records of all prospect interactions, lead status and pipeline progression in the CRM.
• Meet or exceed weekly and monthly activity targets, including calls made, emails sent, meetings booked and qualified leads generated.
• Monitor personal KPIs and adjust outreach strategies based on performance data and feedback.

3.5 Market intelligence and collaboration

• Stay informed on industry trends, competitive landscape, regulatory changes (e.g., eFTI Regulation) and customer needs in the transport and logistics sector.
• Collaborate closely with Marketing on campaign follow-up, lead nurturing and feedback on messaging effectiveness.
• Participate in sales training, team meetings, call reviews and role-playing exercises to continuously refine skills and stay updated on product offerings.

3.6 Promotion and evangelisation

• Support awareness initiatives around eCMR adoption and transport document digitalisation to engage prospects.
• Contribute to generating qualified leads through field promotion activities, webinars and professional association engagement when required.

4. Required skills

4.1 Technical skills

• Minimum 3 years of experience in B2B SaaS sales, inside sales or sales development roles.
• Proven track record of meeting or exceeding quota in a SaaS environment.
• Proficiency with CRM tools (Salesforce, HubSpot or equivalent) and sales engagement platforms (Outreach, Salesloft, Apollo or similar).
• Familiarity with the transport, logistics or supply-chain technology ecosystem (TMS, FMS, ERP, WMS) is a strong plus.
• Understanding of digital transformation challenges in transport document management (eCMR, waybills, compliance).
• Knowledge of API REST concepts and ability to understand technical integrations with customer systems (TMS, ERP, WMS).

4.2 Commercial and interpersonal skills

• Excellent written and verbal communication skills in both Spanish and English (mandatory).
• Strong prospecting abilities with comfort in high-volume outbound outreach and handling rejection.
• Active listening and consultative selling skills to uncover pain points and articulate value propositions effectively.
• Ability to engage with C-level stakeholders, operations managers and logistics decision-makers.
• Results-oriented mindset with strong time management and organisational skills.

4.3 Personal qualities

• Competitive, coachable and resilient with a growth mindset.
• Proactive and self-motivated, able to work autonomously while staying aligned with team goals.
• Enjoys cross-functional collaboration (Sales, Marketing, Product).
• Rigour, organisation and a sense of priorities in managing a high-activity pipeline.
• Adaptability to thrive in a fast-growing, dynamic SaaS environment.

5. Performance indicators (KPIs)

• Qualified meetings booked per month.
• Pipeline generated and % of total company pipeline sourced by SDR.
• Meeting-to-opportunity conversion rate.
• Opportunity-to-closed-won rate for SDR-sourced deals.
• Activity metrics: calls made per day, personalized emails sent.
• Speed-to-lead on inbound inquiries.
• Held meeting rate (% of meetings completed vs. booked).
• Quota attainment rate.

6. Compensation and commission

Specific OTE (On-Target Earnings) and commission structure will be discussed during the interview process based on experience and segment focus.

7. Internal interfaces and collaboration

• Account Executives / New Business: Close collaboration on lead handover, opportunity qualification and deal strategy.
• Marketing: Coordination on campaign follow-up, lead nurturing, messaging refinement and event support.
• Product team: Relaying customer insights, pain points and market feedback to inform product roadmaps.
• Partners (TMS / WMS / ERP / FMS): Supporting partner-sourced leads and co-selling initiatives when applicable.
• Executive Management: Regular reporting on pipeline contribution, activity metrics and market insights.

What we offer

• 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.
• Be part of the Madrid office and play a key role in our Spanish market expansion.
• Strong team support from local and international colleagues in a collaborative, high-performance culture.
• Hybrid working model (Coslada office + remote flexibility).
• Career growth opportunities: clear path from SDR to Account Executive or Senior SDR roles.
• Continuous learning: access to sales training, coaching and modern sales tech stack.
• Competitive compensation package with uncapped commission potential.

How to apply?

Please click apply and 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 career@transfollow.org.

We look forward to hearing from you!