About the Role
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.
Responsibilities
•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.
•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.
•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.
Requirements
•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.
•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.
Nice to Have
•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.
Conditions
•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.
