SMB Sales Specialist – Criteo GO at Criteo · Barcelona

SMB Sales Specialist – Criteo GO Location: Barcelona What You'll Do: Criteo GO is building a next-generation, self-serve performance media platform for small and mid-sized businesses. To accelerate adoption, we are hiring an SMB Sales Specialist to own the conversion of high-intent leads into active, successful Criteo GO advertisers. This role sits at the intersection of sales, onboarding, and light-touch strategic guidance. You will handle inbound, high-intent prospects, qualify and prioritize them, guide them through setup and first campaign launch, and ensure a clean handoff into scaled lifecycle programs. Your goal is to maximize conversion and time-to-first-value, not to manually operate campaigns. You will own the end-to-end conversion journey for scored priority leads, from first contact through first successful campaign and initial performance review, with clear SLAs on outreach, follow-up, and activation. You will run structured discovery to understand each prospect’s business model, objectives, and readiness, and translate that into the right Criteo GO setup (tagging path, feed options, channels, budget ranges, and recommended next steps). You will guide advertisers through onboarding and campaign creation using a “coach, not operator” approach: screen-share walkthroughs when needed, playbooks and checklists, and strong use of in-product guidance and AI assistant features rather than manual builds. You will rigorously track your funnel (lead → qualified → onboarded → first spend → first success milestone) and partner with the Marketing and Operations teams to improve lead scoring, routing rules, and conversion playbooks over time. You will collect structured feedback on friction points in onboarding, billing, or campaign setup and feed that back to the GO Commercialization team to improve the self-serve experience. You will act as a visible, trusted point of contact for early-stage Criteo GO customers, setting expectations on level of support in a self-service model and positioning AI + self-serve tools as their primary growth levers. You will collaborate with Growth Marketing on lead handover rules, SLAs, and feedback on lead quality by segment, campaign, and channel. You will work with Lifecycle Marketing and Client Enablement to align onboarding flows, email cadences, Help Center content, and Criteo Academy modules with the realities you see in calls and demos. You will coordinate with Customer Care and the AI Agent Manager to define clear triage rules between strategic onboarding questions, technical issues, and what should be handled entirely by AI or support. You will provide concrete, prioritized feedback to Product Managers and UX Designers on where the onboarding flow, campaign setup, or reporting experience creates drop-off for new SMBs. Who You Are: You have 2-4 years of experience in SMB sales, pre-sales, or account management in SaaS, AdTech, or another self-serve B2B product, with a strong track record on conversion and activation KPIs. You are comfortable owning a high volume of inbound conversations with short sales cycles, and you know how to prioritize using lead scores, intent signals, and revenue potential. You are product-led and consultative by default: you prefer to show customers how to self-serve and use automation, rather than running campaigns manually for them. You are fluent in digital marketing fundamentals (performance media, funnels, attribution basics, feeds or pixels) and can quickly diagnose common setup or performance issues for SMB advertisers. You are data-driven and comfortable working to targets such as lead-to-signup rate, signup-to-first-campaign rate, time-to-first-value, and early retention. You you have a entrepreneur mindset and thrive in a fast-moving, evolving environment, you are comfortable with ambiguity, and enjoy building playbooks and processes as you go. You communicate clearly and credibly with both SMB founders/marketers and internal stakeholders, adapting your message to the audience while staying concise and action-oriented. We acknowledge that many candidates may not meet every single role requirement listed above. If your experience looks a little different from our requirements but you believe that you can still bring value to the role, we’d love to see your application!​ Who We Are: We’re Criteo, the Commerce Intelligence Platform. Criteo helps businesses turn shopper signals into commerce outcomes while delivering more relevant experiences for shoppers. We use proprietary commerce intelligence and AI decisioning to drive relevance for shoppers and performance for businesses. At Criteo, our culture is as unique as it is diverse. From our offices across the globe or from the comfort of home, our 3,600 Criteos collaborate together to build an open, impactful, and forward-thinking environment. We foster a workplace where everyone is valued, and employment decisions are based solely on skills, qualifications, and business needs—never on non-job-related factors or legally protected characteristics. What We Offer: 🏢 Ways of working – Our hybrid model blends home with in-office experiences, making space for both. 📈 Grow with us – Learning, mentorship & career development programs. 💪 Your wellbeing matters – Health benefits, wellness perks & mental health support. 🤝 A team that cares – Diverse, inclusive, and globally connected. 💸 Fair pay & perks – Attractive salary, with performance-based rewards and family-friendly policies, plus the potential for equity depending on role and level. Additional benefits may vary depending on the country where you work and the nature of your employment with Criteo.