Director, Global Inside Sales at Wolters Kluwer in Barcelona

Job description

Tagetik is seeking a highly commercial and growth-oriented Global Head of Inside Sales to lead and scale its global SDR and BDR organisation. The role will own the global Inside Sales strategy, operating model and performance, with responsibility for building predictable pipeline, improving sales productivity and increasing the contribution of Inside Sales to revenue growth. Working closely with Direct Sales, Marketing, Revenue Operations, Product Marketing, Product and Customer Success, the Global Head of Inside Sales will turn market opportunity into qualified pipeline and revenue through scalable inbound and outbound sales motions. The successful candidate will combine strong SaaS commercial leadership with operational rigour and a proven ability to build and lead high-performing global teams through growth, transformation and change. They will also be a strong advocate for the use of AI and emerging technologies to improve prospecting, productivity and commercial effectiveness. Key Responsibilities Global Strategy & Commercial Impact Define and execute the global Inside Sales strategy in alignment with Tagetik's business and go-to-market priorities. Shape Inside Sales contribution to annual planning, market segmentation, territory design, coverage models and growth initiatives. Drive predictable pipeline and revenue growth through effective customer acquisition and demand-conversion strategies. Establish clear performance expectations and commercial KPIs across the global organisation. Provide data-driven insights, recommendations and performance updates to the Global Sales Leadership Team and senior executives. Continuously evaluate the effectiveness of the Inside Sales organisation and identify opportunities to improve scale, productivity and commercial impact. Pipeline Generation & Demand Conversion Build and optimise scalable inbound and outbound SDR/BDR motions across regions, segments and markets. Improve meeting creation, opportunity conversion, pipeline velocity and progression from marketing-qualified leads to qualified sales opportunities. Partner closely with Marketing to improve lead quality, campaign performance, demand generation and lead hand-offs. Develop and scale account-based prospecting strategies for strategic and high-value accounts. Establish strong alignment between SDR/BDR teams and Account Executives to maximise conversion, follow-through and revenue generation. Identify opportunities to improve the customer journey from initial engagement through to sales opportunity. Global Team Leadership & Talent Lead, coach and develop a high-performing global SDR and BDR organisation across multiple geographies. Build a culture of accountability, execution, continuous improvement and customer engagement. Develop strong management capability and create clear succession plans across the organisation. Own capacity planning, workforce planning, headcount allocation and alignment of Inside Sales resources with field sales coverage. Attract, retain and develop high-calibre commercial talent across the global organisation. Establish clear career development pathways, including opportunities for high-performing SDR/BDR employees to progress into Field Sales roles. Lead organisational transformation and change initiatives that improve performance and scalability. Operating Excellence, Technology & AI Establish a consistent global operating model covering processes, KPIs, forecasting, reporting and performance management. Partner with Revenue Operations to improve data quality, performance visibility, forecasting accuracy and commercial decision-making. Use analytics and performance data to identify productivity opportunities and improve return on commercial investment. Accelerate adoption of AI-enabled prospecting, research, engagement, automation and sales-enablement technologies. Evaluate emerging sales technologies and identify practical opportunities to improve productivity, scale and effectiveness. Establish bes