La descripción completa del puesto cubre todas las habilidades asociadas, la experiencia previa y cualquier cualificación que se espera que tengan los solicitantes.

Sales Excellence | Commercial Excellence | Revenue Operations

Our client is...

A growing, independent technology company specialized in helping large organizations address complex challenges around sustainability, ESG, reporting and corporate transformation.

As the company enters an important stage of commercial evolution, it is building a new operating model designed to improve the way opportunities are qualified, developed and converted — while creating better alignment between Sales, Consulting, Pre-Sales, Delivery and the wider business.

Mission

To become the owner and driving force behind the company's new commercial model, ensuring that the sales process is consistently executed, genuinely useful to the teams involved, and continuously improves the quality of opportunities, proposals and customer interactions.

The mission is to make the commercial model work in practice: helping KAMs sell better, enabling experts to contribute more effectively, giving management better visibility and ensuring that the company invests its time and resources in the right opportunities.

The successful candidate will combine structure with pragmatism, knowing when to enforce the process and when to adapt it to reality.

Key responsibilities

• Own and evolve the company's commercial model, processes and governance.

• Implement and stabilize sales stages, qualification criteria, gates, committees and follow-up mechanisms.

• Work closely with KAMs to improve discovery, qualification, opportunity strategy and information quality.

• Ensure requests to Pre-Sales and internal experts are properly prepared and contextualized.

• Facilitate alignment across Sales, Consulting, Delivery, Finance, Product, Technology and Security.

• Identify root causes behind process exceptions and translate feedback into improvements.





• Drive the intelligent use of digital tools and AI to support the commercial process.

• Ensure commercial opportunities are aligned with delivery capabilities and profitability.

• Engage with customers selectively to understand friction points and validate the effectiveness of the model.

What success looks like

• More opportunities and proposals reach decision stages properly prepared.

• Fewer opportunities need to be rebuilt at later stages.

• Qualification issues are identified earlier.

• Management has better visibility and spends less time fixing basic information gaps.

• KAMs and expert teams genuinely see value in and adopt the process.

• The commercial model continuously improves.

What we're looking for

• 10–15 years of relevant experience in Sales Excellence, Commercial Excellence, Revenue Operations, Sales Operations, Commercial Transformation or similar.

• Strong understanding of consultative B2B sales and complex projects.

• Proven experience implementing sales processes, governance, qualification frameworks, CRM and continuous-improvement initiatives.

• Experience working cross-functionally across Sales, Finance, Delivery/Operations and expert teams.

• SaaS, technology or professional services experience is highly relevant.

• A combination of commercial understanding and operational/transformation expertise is particularly attractive.

Cultural fit

• Ownership and a strong bias towards solving problems.

• Proactivity and a hands-on approach.

• Humility to listen, learn and ask for support.

• Ambition, energy and comfort in a demanding environment.

• An entrepreneurial mindset and willingness to learn from mistakes.

What the company offers

• A highly strategic and transversal role with direct visibility across analysis, decision-making and execution.

• The opportunity to build a Sales Excellence function with a startup mindset inside an established company. xqziphu

• Significant autonomy and genuine influence over how the commercial organization operates.

📌 SALES PROCESS COORDINATOR (Madrid)
🏢 Gt Global Talent
📍 Madrid