Job description
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
- Sustainability events and community involvement
- Peer recognition program
- Employee-led resource groups
- Hybrid work organization
- Remote work from abroad policy
- Meals and Transportation Vouchers (Cobee card)
- Dental Benefits
- Life & Accident Insurance + Private Health Insurance
- Paid employee volunteer day
- Paid moving day (1/year)
- Time off: 1 Community Service Day + 1 Personal Day
- Summer Hours in July and August (36 hours per week)
- Hybrid monthly allowance for electricity and internet
Our hiring team looks forward to reviewing your CV, in English, with a guaranteed response to every application. A new job with purpose awaits you!
Don’t fit all the criteria but still think you’d be a good candidate? Please apply anyway to give our hiring team the opportunity to assess your skills and to learn more about what you could bring to EcoVadis. We’re interested in hiring capable people, regardless of professional and educational background.
Can the hiring process be adjusted to suit my needs? Yes. We want everyone going through the hiring process with EcoVadis to feel confident that you are able to demonstrate your full potential. We welcome applications from disabled people, people with long-term health conditions, and neurodiverse candidates. If you need any adjustments, including the provision of interview questions, please let the hiring team know.
Our team’s strength comes from everyone’s uniqueness and is founded upon mutual respect. EcoVadis commits to equity, inclusion and reducing bias in our hiring processes. EcoVadis does not accept any form of discrimination based on color, national or ethnic origin, ancestry, citizenship, religion, beliefs, age, sex, gender identity, sexual orientation, neurodiversity, disability, parental status, or any other protected characteristic that makes you unique. In your application, we encourage you to remove personal information such as: photographs, marital status, number of children, religion, gender, residential postal code, university graduation date, past medical or parental leave(s) taken, nationality (instead, please state if you are legally eligible to work in the job region/country), university name (instead, please state any degrees obtained and the study major).
