Greater Málaga Metropolitan Area
With over 10+ years of experience in SaaS business development and demand generation, I specialize in building and scaling high-performing, diverse sales teams that deliver measurable impact. My passion lies in fostering cultures of collaboration and excellence, driving strategic alignment between sales and marketing, and achieving sustainable growth. As Global Director of Sales Development at Atoss Software, I oversee the international expansion of our Sales Development team, shaping the initial stages of complex sales cycles and ensuring our organization is positioned to transform workforce management across industries. Reporting directly to the CRO, I focus on creating scalable frameworks, empowering teams to succeed, and aligning processes with Atoss’ mission to drive innovation and efficiency for our clients. Throughout my career, I’ve successfully scaled sales development operations, built new regional hubs from the ground up, and contributed to strategic leadership initiatives. I thrive on identifying opportunities for growth, mentoring future leaders, and delivering results that make a difference.
At ATOSS I drive the AI transformation strategy, execution, and expansion of our international SDR teams, ensuring scalable pipeline generation while also focusing on talent development as a key pillar of our sales organization. My role is to align sales and marketing efforts, optimize outreach strategies, and create a best-in-class SDR function that fuels our long-term growth ambitions - including our goal to double revenue by 2030. First year: 0 to 28 Mio. pipeline generation (75% outbound) and 0 to 18 SDRs hired. More than 30% convert into real revenue for Atoss. Beyond pipeline generation, I am committed to developing future sales leaders by fostering a high-performance culture, equipping SDRs with the right skills, and providing clear career pathways into the broader sales organization. I drive AI tool implementation with Salesforce in terms of data enrichment, outreach cadence, MEDDICC, voice recordings and forecast accuracy. At ATOSS I work closely with our Global Capability Center in India, leveraging data-driven insights and automation to enhance efficiency, improve lead management, and implement strategic sales development initiatives at scale. Reporting directly to the CRO, my mission is to build an SDR engine that not only delivers measurable results today but also strengthens ATOSS' sales force for the future.
In March 2020, I relocated for NetSuite from London to Málaga to establish a new BDR hub from scratch. We successfully scaled the program to 60 BDRs under six new managers. As part of the Senior Leadership Team, I drove strategic projects for the Red Team Advisory, reporting directly to the Senior Director for Business Development in EMEA & JAPAC. In this role, I was responsible for second-line management of two managers while also leading my own BDR team of 11 members based remotely in the UK and Spain. In total, I oversaw 23 BDRs, mentoring them to become top-level sales professionals in the SaaS industry. The Business Development organization at NetSuite functioned as both a talent and revenue engine. As a second-line manager, I took overall responsibility for inspiring, mentoring, and building teams within the regional Business Development organization. These teams generated the sales pipeline critical to supporting the sales function. I held ownership of pipeline generation and progression through the sales cycle while partnering with Regional Sales Directors and supporting functions such as Marketing, Sales Strategy, Enablement, and Sales Programs. My contributions were integral to defining and implementing the corporate sales strategy, enabling the region to achieve and exceed its targets. I drove rigorous sales development execution, ensuring target attainment, accurate forecasts, and full transparency. My leadership inspired and motivated individuals through coaching, creative sales incentives, and recognition of achievements. Additionally, I participated in EMEA & JAPAC-wide projects to drive innovation, ensuring processes and methodologies remained agile and competitive in the market.
Relocated for NetSuite from London to Malaga to establish a new business development hub from scratch. In this role role I was responsible for second line management of two managers and was leading my own BDR team of 22 members remotely located in the UK and Spain. In total I was leading 36 BDRs to become top level sales people in the SaaS industry. As Manager, I partnered with the BDR program lead to onboard and manage a team of 12 Business Development Representatives located in London, with a focus on building inside sales skills for SaaS including prospecting, lead qualification, objection handling and appointment setting. In here I work ed closely with vertical leadership and sales management to generate net new leads and qualify incoming leads. In addition, I am responsible for running day to day operations of the team, developing creative incentive plans, and motivating and mentoring the BDRs, while simultaneously building their skills and increasing their level of responsibility for success: - Participating in recruiting process for future BDR classes - Delivering a training program to onboard new inside sales hires - Preparing BDRs for regular reviews with the NetSuite senior management team - Setting expectations with senior sales management through timely and accurate fo recasting, pipeline and sales activity/program metrics reporting
As Manager, I partnered with the BDR program lead to onboard and manage a team of 12 Business Development Representatives located in London, with a focus on building inside sales skills for SaaS including prospecting, lead qualification, objection handling and appointment setting. I was a hands-on leader who has experience in inside sales and strong mentoring and sales leadership skills. In here I work closely with vertical leadership and sales management to generate net new leads and qualify incoming leads. In addition, I am responsible for running day to day operations of the team, developing creative incentive plans, and motivating and mentoring the BDRs, while simultaneously building their skills and increasing their level of responsibility for success: ● Participating in recruiting process for future BDR classes ● Delivering a training program to onboard new inside sales hires ● Preparing BDRs for regular reviews with the NetSuite senior management team ● Setting expectations with senior sales management through timely and accurate forecasting, pipeline and sales activity/program metrics reporting ● Motivating individuals to succeed through impassioned leadership, coaching, creative sales incentives, and broadcast of results ● Developing incentive plans and SPIFFs to foster a competitive and collaborative team environment
Managed a team of 11 Business Development Representatives (BDRs) in Barcelona, Spain and Wrocław, Poland who were responsible for generating leads and growing pipeline for the Central & Eastern Europe sales teams.
In addition to my role as a Business Development Representative, I worked as a Team Leader handling 19 staff members in Barcelona and Wroclaw, Poland: ● Team Support ● Onboarding new members and coaching ● running interviews with new BDR candidates ● Building and establishing relationships with the team to facilitate reporting and micromanagement ● Schedule individual meetings & sessions to address performance, areas of improvement and challenges ● Conduct with the team’s manager bi-weekly and monthly team meetings to discuss KPIs, results, performance and share feedback and updates with the team ● Lead Sales & Marketing calls to reinforce relationships between the different sides of our business ● Lead several independent projects for the enablement of the EMEA BDR team