Summary
Overview
Work History
Education
Skills
Custom Section
Websites, Portfolios and Profiles
Languages
Accomplishments
Timeline
Generic
Martin Kaplan

Martin Kaplan

Barcelona

Summary

Proven success in achieving results within consultative complex sales environments through direct and indirect sales models. Expertise in developing high-performance cultures and managing P&L effectively. Skilled in crafting and executing inside sales strategies while overseeing daily operations.

Overview

14
14
years of professional experience

Work History

Head of Spain & Germany

Spendesk
12.2025 - Current
  • Executed go-to-market strategy for Germany and Spain.
  • Scaled outbound sales pipeline through effective lead generation and strategic networking.
  • Coached teams in conducting engaging outbound campaigns directed at key decision-makers.
  • Recruited high-performing sales team, achieving ambitious performance targets.
  • Tailored and optimized sales processes for EMEA, beginning with Germany.
  • Collaborated with Marketing, Partnerships, Customer Success, and Product teams to unify market entry approaches.
  • Led strategic initiatives emphasizing team development and performance management.
  • Managed sales operations to facilitate pipeline growth and cross-functional teamwork.

Global Sales Manager

Monta
Barcelona, Spain
05.2025 - 12.2025
  • Defined and executed go-to-market strategy for EMEA, initiating with DACH to enhance revenue growth.
  • Developed and scaled outbound sales pipeline through targeted lead generation and strategic networking.
  • Coached teams to conduct effective outbound campaigns that engage key decision-makers.
  • Recruited and developed high-performing sales team to achieve ambitious targets.
  • Optimized sales processes and methodologies tailored for EMEA, beginning with Germany.
  • Collaborated with Marketing, Partnerships, Customer Success, and Product teams to align market entry strategies.
  • Led strategic initiatives focusing on team building and performance management.
  • Managed sales operations to drive pipeline creation and cross-functional collaboration.

VP Global Business Development

Salescode
02.2024 - 04.2025
  • Identified and pursued global business opportunities to expand market reach.
  • Developed robust sales pipeline through proactive lead generation and networking.
  • Led negotiations to structure client-focused deals while maximizing profitability.
  • Customized proposals and navigated complex contracts to ensure successful closures.
  • Managed entire sales process from initial contact to contract execution.
  • Drove deal closures in collaboration with legal and finance teams.

Vendor Sales Lead

Spotify
05.2022 - 01.2024
  • Implemented global high-value approach to enhance sales and productivity metrics.
  • Managed daily, weekly, monthly, and quarterly KPIs to drive performance improvements.
  • Developed comprehensive training materials and onboarding guides from inception.
  • Collaborated with Marketing and Product Development to ensure brand consistency and boost sales.
  • Participated in strategic shifts within global sales initiatives.
  • Oversaw vendor onboarding and offboarding processes for operational efficiency.
  • Conducted site visits for product launches, training sessions, and meetings to support team engagement.

HUB Sales Manager

ADP
06.2018 - 05.2022
  • Consolidated six inside sales locations into one HUB in Barcelona.
  • Achieved first deal within four months, earning board of directors award for two team members.
  • Exceeded sales target by 116% with 40% Pclub joiners and board recognition for two team members.
  • Hired and trained over 120 employees across seven countries within one year.
  • Established new Inside Sales environment to enhance operational effectiveness.
  • Maximized HUB revenue through cost reduction and expedited ramp-up processes.
  • Defined KPIs for junior and senior District Managers to drive performance metrics.
  • Implemented support roles, including mentors and advisory boards, to optimize efficiency.

Inside Sales Manager

Regus
12.2016 - 06.2018
  • Implemented new HUB in Barcelona to enhance operational efficiency.
  • Managed inside sales representatives across five countries, providing backup for EMEA team.
  • Set and tracked sales targets, driving team performance through incentives.
  • Suggested and executed improvements in sales administration processes, boosting individual performance.
  • Coordinated departmental projects to ensure timely completion and adherence to deadlines.
  • Prepared monthly, quarterly, and annual sales forecasts to inform strategic planning.
  • Utilized customer feedback to identify opportunities for new features and products.
  • Collaborated with Marketing and Product Development to maintain brand consistency and improve sales.

Leading Sales roles

Sellbytel / Agency of BBDO Worldwide Network
06.2012 - 12.2016
  • Progressed to Operations Manager, overseeing Google and Facebook sales programs across EMEA and DACH.
  • Led 400+ employees at two sites, managing 16 direct reports effectively.
  • Owned operational and financial management, including budgeting, invoicing, payroll, and forecasting.
  • Drove initiatives for operational excellence, enhancing efficiency and cross-functional collaboration.
  • Achieved consistent over-performance with a 17% increase in target achievement and zero sickness rate.
  • Cultivated high-performance cultures by implementing career paths and coaching frameworks.
  • Managed outbound and inbound sales processes, pipeline generation, and Salesforce reporting for global tech clients.
  • Facilitated effective client communications to strengthen relationships and drive demand generation.

Education

Berufsoberschule -

Berufsoberschule
Nuremberg
07.2010

Skills

  • Strategic leadership and team management
  • Sales operations and performance
  • Pipeline development and collaboration
  • Market strategy
  • Team coaching & building

Custom Section

https://www.xing.com/profile/Martin_Kaplan2/cv

Websites, Portfolios and Profiles

https://www.linkedin.com/in/martinkaplan1/

Languages

German
Proficient
C2
English
Proficient
C2
Spanish
Upper Intermediate
B2
Portuguese
Beginner
A1

Accomplishments

  • Monta: Exceeded Q3 targets by 17% (117% achieved)
  • Spotify: Turned underperforming vendor revenue from 61% to 106% in 4 months
  • ADP: Drove 116% target achievement; 40% P-Club qualification and 2 Board-level award recipients

Timeline

Head of Spain & Germany

Spendesk
12.2025 - Current

Global Sales Manager

Monta
05.2025 - 12.2025

VP Global Business Development

Salescode
02.2024 - 04.2025

Vendor Sales Lead

Spotify
05.2022 - 01.2024

HUB Sales Manager

ADP
06.2018 - 05.2022

Inside Sales Manager

Regus
12.2016 - 06.2018

Leading Sales roles

Sellbytel / Agency of BBDO Worldwide Network
06.2012 - 12.2016

Berufsoberschule -

Berufsoberschule
Martin Kaplan