Sales Team Lead - SGP for Hanbai

🔥 Sales Team Lead - SGP for Hanbai

📍 Team Lead · Sales Growth Partnership (SGP)

Hybrid · Madrid · Talent Garden (3 days in-office + 2 remote) · Fixed + variable

¿Te va el barro o te va el PowerPoint?

If your answer is “the mud, but with an impeccable Notion behind it,” keep reading.

At Hanbai.io we build and run the outbound prospecting engine for startups, scaleups and B2B companies in Spain, LATAM and the US. We are looking for the person who leads our BDRs across multiple accounts, who listens to calls like listening to a game, who trains every day and keeps a mind so orderly that nothing falls apart. And who uses AI as their best BDR.

🧩 What is SGP

Sales Growth Partnership is an alliance with skin in the game. We don’t sell hours or leads: we build the client’s end-to-end commercial machinery.

• Market research: ICP by tiers, buyer personas and pains per buyer persona, validated with the client.
• Dedicated BDRs: selected and trained by Hanbai, working exclusively for each client.
• Methodology: playbook trained daily, 18 touches per decision-maker, multichannel cadences.
• Up to closing: well-qualified SQLs, seamless handoff to the AE or CEO of the client and ongoing monitoring.

You are the one who makes all of that work every day, for every account.

🔴 WHAT MUST NOT FAIL

Four things. If any fail, it’s not your role (even if the rest is brilliant):

1. Extreme organization. Not just organized: excessively organized. Each account, each BDR, each client commitment has an owner, a date and evidence. Your calendar, routines and Notion prove it.
2. Get your hands dirty. You do cold calling, listen and audit calls daily, do role-plays and correct on the spot. Lead by action, not by report.
3. Real multitasking, multi-account. Several accounts in parallel, each with its ICP, buyer persona, client and pace. You switch context in 30 seconds without losing the thread or quality.
4. Native AI. AI isn’t “something you know”: it’s how you work. Research, market research, account personalization, call analysis, objections, reporting and training go through it.

⚖️ What weighs most in this position

• 🔴 Organization and operational rigor (20%): non-negotiable
• 🔴 Getting dirty: cold calling, listening and auditing (20%): non-negotiable
• 🔴 Multitasking mult-account and client management (15%): non-negotiable
• 🔴 AI in daily work (15%): non-negotiable
• 🟠 Training, coaching and leadership (10%): critical
• 🟠 Market research, ICP and buyer personas (10%): critical
• 🟡 Data, funnel and CRM (10%): important

🔍 Your day to day

🎧 In the mud (🔴)

• Audits calls every day: minimum 20 minutes of evaluation of cold calling and weekly documented listens for each BDR, with what was done well, what was done wrong and the proven improvement the following week.
• Dissect a real call: opener, reception handling, friction, transition, agenda control, discovery depth and next step.
• You also do cold calling when needed. To teach, to unblock an account or to prove that the script works.
• Protect the team’s power hours and correct on the spot, not in the end-of-month review.

🗂️ Order and cadence (🔴)

• Every day: real activity, contactability, conversations, meetings, list quality, follow-ups and blockers.
• Every week: structured 1:1 per BDR, weekly with each client (prepared, directed and closed with decisions and owners), funnel to SQL and sale, account health and plan for next week.
• Every month: forecast, renewals, objectives, team capacity, incentives and billing up to date.
• Everything is documented in the account playbook. If it’s not written, it didn’t happen.

🤝 Several accounts, multiple clients (🔴)

• You are the single point of contact for SGP clients: align expectations, present results and over-communicate value.
• Manage the two worlds of each account: BDR performance and client’s commercial conversion. Creating meetings isn’t enough.
• Evaluate the AE or CEO from day one, ensure BDR is in early demos doing the handoff and that each proposal goes out with the next meeting scheduled.
• Each new meeting appears in real time to the paying decision-maker: company, contact, date and pains.
• Detect a red flag and act that same day: plan with owner, date and proportional escalation.

🤖 AI as a way of working (🔴)

• Set up market research, account research, pain hypotheses and message personalization with AI.
• Analyze calls, objections and conversions with AI to find patterns before anyone else.
• Build trainings, scorecards, playbooks and reporting in hours, not weeks.
• Infect the team: every BDR works better and faster because you’ve taught them how.

🎓 Training and coaching (🟠)

• Ongoing trainings: value proposition, cold calling, objection handling, discovery, qualification, LinkedIn, email, handoff and client product.
• Choose training based on real need of each BDR, not calendar.
• Role-plays, call scorecards, 1:1 with development plan and PIPs when needed.
• Demanding and humane: raise the bar without burning out the team.

🧭 Market research and account strategy (🟠)

• Define with the client the ICP by tiers, buyer personas and the pains matrix per persona.
• Build and refine lists: fit accounts, correct decision-makers, no noise.
• Design multichannel cadences (call, email, LinkedIn, WhatsApp, content) with 18 touches per decision-maker.
• Close with the client a surgical SQL definition and the qualification framework: BANT, MEDDIC or SPICED.

📊 Data, funnel and CRM (🟡)

• Impeccable HubSpot: stages, properties, sequences, reports and dashboards explaining what happens.
• Read the funnel and know if the problem is list, message, opener, BDR skill or client closing.
• You own your OKRs and those of your team.

🧲 Hiring and onboarding

• Participate with Talent in selecting BDRs for your accounts: real role-plays and skill and coachability evaluation.
• Design onboarding: tools, CRM and recordings ready before production day; training and practice agenda from week one.

👤 What we expect from you

• Experience leading BDRs/SDRs (Team Lead, BDR Lead, SDR Manager or similar).
• Has been a top performer as BDR, SDR or AE. You know what it’s like to pick up the phone 80 times in a day.
• Has managed multiple projects, accounts or clients in parallel. Even better if you come from agency, consulting or an SDR as a Service model.
• A self-owned organizational system you can show on day one (Notion, calendar, routines). We will ask for it.
• Advanced and daily use of AI (Claude, ChatGPT, Clay, agents, own prompts). We will see it live.
• Stack: HubSpot in depth, Apollo, Clay, Aircall, Gong or similar, and market research tools.
• Qualification methodologies applied (BANT, MEDDIC, SPIN, SPICED).
• Data-driven: know what to look at first and why.
• Native Spanish and fluent English.
• High tolerance to change: clients, markets and priorities move. You don’t get rattled.

✨ Points to score (not mandatory)

• Experience in commercial recruiting or training sellers.
• Have opened markets in LATAM or the US.
• Reads about sales, follows thought leaders and obsesses about improving craft.
• Social selling: your profile and your team generate conversations.

🎁 What we offer

• Competitive fixed + variable depending on performance.
• Real autonomy to build, lead and scale.
• Talent Garden Madrid, 3 days in office + 2 remote.
• Access to our ecosystem of clients, tools and mentors.
• Culture with no bullshit: execution, data and continuous improvement.
• A team of 50+ people in rapid growth, with desire to break the mold.

👉 Do you see yourself?

If you have been a top performer, know how to create multichannel cadences, understand the funnel in detail, live with AI openly and your Notion is enviable, let’s talk.

That is not an obstacle to not meeting 100% of the rest. The red parts, yes.

Hanbai is committed to values of equity, equality, diversity, inclusion and respect for people, developing policies and procedures that integrate equal treatment and opportunities for all.