- Location
- Barcelona
- Department
- IT
- Seniority
- Lead
- Source
- Factorial
Description
Hello! đź‘‹
At Factorial, we're looking for a new
Team Lead Sales Account Executive – Upsell Finance Product
, responsible for driving adoption of our Finance product amongst existing customers across Spain, Italy, Portugal, France and Germany. We believe in developing our team, spreading our company culture, and sharing our views on how Human Resources and now Finance too can make a difference for organisations all over the world.
Ready to be part of the challenge?
The Role:
Lead, Coach, and Accelerate Finance Upsell Growth
We are looking for a
Hands-on Team Lead
to guide, coach, and grow a team of Sales Account Executives focused on driving expansion and upsell of our
Finance Product
across existing customer accounts.
This is a
player-coach position
: you won't just manage from the sidelines. You will actively jump on executive calls, guide high-stakes negotiations with
CFOs and senior finance executives
, and lead by example while building a high-performing team culture.
What will you be doing? đź‘€
1. Team Leadership & Hands-On Coaching
•
Lead and scale a team
of Sales Account Executives specializing in upselling and cross-selling the Finance product portfolio (expense management, accounting, treasury, cards, and ERP integrations).
•
Coach day-to-day
: Conduct regular pipeline reviews, call shadowing, video-call support, and deal strategy sessions.
•
Lead by example
: Demonstrate consultative selling techniques when pitching directly to executive financial personas (CFOs, Finance Directors, Controllers).
•
Build a high-trust culture
: Foster team alignment, continuous feedback, resilience, and accountability.
2. Strategy & Team Performance
•
Own team-level targets
: Be accountable for team-wide revenue targets, pipeline velocity, deal size, and expansion metrics.
•
Optimize deal cycles
: Work with AEs to shorten sales cycles, navigate multi-stakeholder deals, and increase win rates.
•
Collaborate on Go-To-Market strategy
: Partner with Sales Leadership, Product, and Marketing teams to continuously refine our Finance positioning and playbook across international markets.
3. High-Value Closing & Cross-Functional Alignment
•
Executive engagement
: Step into complex negotiations and executive pitches to help close key opportunities.
•
Partner with Account Management
: Align with Account Managers and Customer Success teams to unlock hidden expansion opportunities within existing client portfolios.
•
Act as a Finance Domain Reference Point
: Bridge product capabilities with customer financial pain points, ensuring our solution communicates strong ROI.
What We Are Looking For
•
Sales Experience:
3–5+ years of B2B SaaS closing experience with a consistent track record of hitting/exceeding quotas.
•
Domain Expertise:
Solid knowledge of Finance software, SaaS fintech, expense management, treasury, or ERP/accounting workflows.
•
Executive Pitching:
Proven experience negotiating directly with
CFOs, Controllers, and Senior Finance Executives
.
•
Leadership Drive:
Previous experience as a Team Lead, Senior AE, or informal mentor with a passion for coaching and developing talent.
•
Hands-on Mindset:
Willingness to jump into calls, co-pitch, assist in objection handling, and lead from the front.
•
Languages:
Business-level fluency in
English
plus native/fluent skills in
Spanish
Bonus Points ️
- Experience building or scaling a specialized Business Unit / Sales Pod from scratch.
- Deep knowledge of sales tech stacks and CRMs (Salesforce, HubSpot, Gong, etc.).
- Prior experience handling full-cycle B2B expansion or upsell sales models.
Key Competencies & Characteristics
•
Financial Acumen:
Able to speak the language of finance leaders (ROI, efficiency, compliance, cash flow, integration).
•
Consultative & Hunter Mindset:
Persistent, value-driven, and proactive in surfacing expansion deals.
•
Empathy & Coaching:
Natural communicator who can give constructive feedback and motivate team members.
•
Radical Ownership:
Takes complete responsibility for team execution and growth.
Our Values
•
We own it:
We make decisions, not excuses.
•
We learn and teach:
We share knowledge constantly to elevate the team.
•
We partner:
Every win is a shared team victory.
•
We grow fast:
We act quickly, learn fast, and adapt.
Perks & Benefits
- High-growth, multicultural, and collaborative office environment in Barcelona.
- Private health insurance with Alan.
- Gym & wellbeing pass with Wellhub.
- Flexible remuneration with Cobee.
- In-house language classes.
- Fresh organic fruit, breakfast, free coffee & tea.
- Pet-friendly office space.