Global Head of Sales Development

Company Description

Work smart, have fun and make an impact!

EcoVadis is the leading provider of business sustainability ratings. Our solutions are backed by an international team of experts and powerful technology. We analyze data and build sustainability scorecards that give companies actionable insights into their environmental, social and ethical risks.

Why apply to EcoVadis? Be a part of the global sustainability change in business. Grow your career. Work with extraordinary people. Feel valued for your contribution.

Learn more about our team and culture on EcoVadis careers page. 

Job Description

EcoVadis is seeking a high-impact, strategic, and hands-on Head of Pipeline Generation to lead our global Sales Development team. Based in Barcelona, this role is central to driving top-of-funnel growth through both inbound and outbound lead generation efforts. The successful candidate will bring discipline, creativity, and energy to scale a high-performing team and build a predictable pipeline engine in close collaboration with Marketing, Field Sales and Alliances.

Key Responsibilities

• Lead and inspire a team of 40+ SDRs across multiple regions, creating a culture of high performance, accountability, and innovation. Lead a coaching culture to transform the team and function.
• Oversee all inbound lead conversion efforts, ensuring rapid and high-quality follow-up on marketing-generated leads.
• Drive outbound prospecting initiatives including cold calling, email campaigns, event-based outreach, and social selling strategies.
• Partner closely with the Marketing team to optimize lead flow, campaign effectiveness, and audience targeting.
• Collaborate with Field Sales leadership to align on pipeline coverage goals, territory needs, and lead quality.
• Bring rigor and process excellence to pipeline reporting, lead scoring, outreach cadences, and team performance metrics.
• Recruit, train, and coach SDRs and team leaders, building scalable onboarding and continuous development programs.
• Launch creative pipeline generation initiatives to penetrate new verticals, regions, and target accounts.
• Explore and integrate innovative technologies, including GenAI, to optimize inbound conversion, outreach cadences, personalize messaging at scale, and improve overall SDR effectiveness.
• Serve as a key voice in go-to-market planning, ensuring SDR efforts are tightly integrated with broader commercial strategy.

Qualifications

• 10+ years of experience in B2B sales or demand generation, including 5+ years leading a high-performing, global SDR or inside sales team.
• Proven track record of building and scaling pipeline generation functions in a fast-growing SaaS or tech environment.
• Exceptional leadership and team development skills with experience managing managers. A track record of driving process improvements and change management across teams to enhance SDR performance and lead quality. 
• Data-driven and process-oriented, with tech stack fluency and strong proficiency in CRM and sales engagement platforms (e.g., Salesforce, Outreach/Salesloft, HubSpot). High proficiency with pipeline attribution modeling and analytical approaches on activity effectiveness, conversion rates, lead quality etc.
• Strong understanding of inbound lead management and outbound prospecting best practices.
• Thought leadership and experience of new and evolving pipeline generation techniques and examples of bringing them to a growing organization.
• Demonstrated ability to identify, evaluate and implement emerging sales technologies, including Generative AI tools, to enhance SDR productivity, personalization, and pipeline quality.
• Strong leadership influence to take ownership of company-level pipeline topics and collaborate cross-functionally to resolve challenges and maximize opportunities.
• Strong understanding of the MEDDPICC qualification and sales methodology and extensive experience leveraging it to drive results. 
• Collaborative mindset and experience partnering cross-functionally with Marketing and Sales. Able to travel between the Toronto and Barcelona hubs when needed and occasionally to the Paris HQ.
• Passion for sustainable business and the EcoVadis mission.

Additional Information

• Office Location: Glòries, Barcelona

In return for your expertise, we offer:

• Support with all the necessary office and IT equipment
• Flexible working hours
• Wellness allowance for mental and physical wellbeing
• Access to professional mental health support
• Referral bonus policy
• Learning and development