Sales Development Representative

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.

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 optimise 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 engag