Head of SDR

Job description

We're looking for our first Head of SDR to join us in Barcelona and own Naboo's outbound engine end to end. Reporting to the VP Marketing, you'll lead the entire SDR organization across our four focus markets: France, the UK, DACH (live markets) and North America (just launched).

This is a senior management role with full ownership of the SDR function. You’ll manage and develop our SDR Team Leads, who in turn run multilingual teams of full-time SDRs, interns, and freelancers, all based in Barcelona. You won’t just generate meetings; you’ll sit at the intersection of the funnel, producing pipeline that Account Executives can actually close and that Customer Success can actually retain.

You’ll also work hand-in-hand with the Head of Growth and the Head of Content within the marketing team, particularly to align outbound with our broader demand-generation and messaging strategy. You’ll set the outbound strategy, build the systems and SLAs that align SDRs with Sales and Customer Success, and report performance directly to the executive team.

You’ll have the autonomy to challenge what exists, build what’s missing, and demonstrate a high level of commercial and managerial maturity. The playbook is being written right now, and you’ll own the pen.

What You’ll Do

• Manage and develop your Team Leads. Coach and grow our SDR Team Leads, and set the bar for how they recruit, ramp, and develop their own teams across France, the UK, DACH, and North America.
• Own the outbound strategy. Define and continuously evolve our segmentation, targeting, sequences, talk tracks, and qualification criteria, in close coordination with the Head of Growth and Head of Content. What worked last quarter is not enough for the next.
• Own pipeline quality, not just volume. Take responsibility for the full SQL → opportunity → closed-won chain. Optimize for qualified pipeline and downstream conversion, never for vanity metrics.
• Align across the funnel. Build a shared, explicit definition of a qualified lead with the AE team, manage a clean SDR-to-AE handoff, and create closed-loop feedback so SDRs learn from what AEs win and lose.
• Partner with Customer Success. Make sure the customers your teams source are a genuine ICP fit. Use CS signals to sharpen targeting and messaging, and protect retention by holding the qualification bar.
• Build the organization. Own headcount planning, hiring, ramp, and tooling budget across markets. Scale the team responsibly as Naboo grows.
• Report to the executive team. Deliver performance dashboards and insights to the VP Marketing and ExCom. Surface what’s working, what’s not, and what we need to fix.
• Design career paths. Create development plans across the org, from SDR to Senior SDR to Team Lead to AE, so the team has a clear trajectory.

Who You Are

• 5+ years in sales, ideally in tech (SaaS or other) or the events industry, including several years managing people, with direct experience managing managers or Team Leads. Building or scaling an SDR organization is a strong plus.

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• Full fluency in English (spoken and written), plus native-level proficiency in at least one focus-market language (French or German is a strong advantage).
• Proven track record of building or scaling an outbound team: recruiting, ramping, and consistently hitting pipeline targets across multiple markets.
• Commercial acumen. You understand how SDR output translates into closed-won revenue and healthy, retained customers, not just meetings booked.
• Funnel empathy and cross-functional leadership. You can push back on volume pressure without breaking relationships, build SLAs and feedback loops with Sales and CS, and keep teams aligned around a shared definition of quality.
• Methodical, detail-oriented, and numbers-driven. You live in dashboards, you know your conversion rates by heart, and you decide based on data.
• A strong coach who gives feedback that lands and develops other leaders, not just individual contributors.
• High adaptability. You’re comfortable in a fast-growing, fast-changing environment where the playbook is rewritten every quarter.
• Based in Barcelona or willing to relocate by the end of the year.

Why Naboo ?

• The product advantage. Any company can use Naboo for free, in any industry. Less friction in outreach, more engaging conversations, more closed-won. Your teams will have a real edge.
• The timing. Series B, $70M raised, Lightspeed-backed, expanding across Europe and into North America. The playbook is being written right now, and you’ll own it.
• The scope. The full SDR org across four markets, a layer of Team Leads reporting to you, close partnership with the Head of Growth and Head of Content, real budget to invest in tooling and headcount, and a direct line to the VP Marketing and exec team.
• The team. A growing leadership crew in Barcelona, surrounded by experienced sales leaders and an international, ambitious org of 230+.
• The trajectory. A foundational leadership seat on Naboo’s go-to-market team as we scale across continents.

What We Offer

• Beautiful offices in the heart of Barcelona
• Competitive base salary + uncapped commission
• Hybrid setup: 4 days in-office, 1 day remote (after probation)
• Stock options
• Private health insurance
• Meal vouchers and transportation contribution
• ClassPass subscription for sports and wellness
• Annual learning & development budget
• Unforgettable Naboo team events (we practice what we preach)
• Relocation support if you’re moving to Barcelona

Recruitment Process

1. Screening call (30 min): Culture fit and motivation, with the Talent team.
2. Hiring Manager interview (60 min): Deep dive into your SDR leadership craft — coaching, cadences, metrics, hiring, and ramping — with the VP Marketing.
3. Cross-functional panel (60 min): A working session with an Account Executive and a Customer Success Representative, focused on funnel ownership, qualification, and cross-team alignment, including a live “volume vs. quality” scenario.

Naboo is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.