Sales Manager (Small Accounts) Revenue Strategy & AI Automation

Hello 👋🏻

Factorial is on the lookout for a Sales Manager (Small Accounts) – Revenue Strategy & AI Automation who thinks like a strategist and executes like a machine. Reporting directly to the Head of Upsell, you will be responsible for leading our most volume-heavy segment.

About the Role

Factorial’s Small Accounts segment represents our largest customer base and our most significant untapped growth opportunity. To unlock this potential, we aren't looking for a traditional manager to just oversee more calls; we need a Revenue Strategist who thinks like a founder.
Your mission is to build a scalable engine that turns a high-volume portfolio into a predictable revenue stream. You will lead a mature team of 8 International Account Executives while architecting the AI-driven workflows that allow our "long-tail" customers to grow autonomously.

Your Mission at Factorial

1. Revenue Systems & AI Strategy (60%)

• Architect the Self-Upsell Engine: Design the strategy for low-tier small accounts to expand via automated workflows, AI-driven triggers, and seamless digital journeys.

• Strategic Leadership: You won't build the code, but you will own the logic. Partner with Growth, Marketing, and Tech Ops to turn your concepts into automated revenue reality.

• Funnel Optimization: Identify expansion triggers across the customer lifecycle to drive cross-sell and upsell without human intervention.

2. Sales Leadership & Excellence (40%)

• Empower an International Hub: Lead 8 autonomous AEs across the UK, DE, FR, IT, PT, and ES. Your goal is to transition them from volume-takers to high-value closers.

• Drive ARPU & Multi-product Sales: Move the needle on sales KPIs. You will be responsible for increasing the average deal size and the number of features sold per account.

• Operational Rigor: Use Modjo, HubSpot, and Aircall to analyze performance, provide high-impact coaching, and eliminate bottlenecks in the sales process.

What We Are Looking For

• The Hybrid Profile: You have a proven track record in Sales Management (SaaS) but possess the mindset of a Growth Hacker. You are obsessed with data and efficiency.

• AI-Native Thinking: You understand how AI and automation (GPT-based workflows, CRM triggers) can replace manual tasks to drive revenue at scale.

• Strategic Stakeholder Management: You can translate business needs into technical requirements for our Ops and Growth teams.

• Resilient Leadership: You know how to drive a team under pressure, focusing on "quick wins" while building for the long term.

• Languages: Native-level or professional fluency in English and Spanish.

Your First 30 Days

1. The Blueprint: Deliver the first strategic draft for the automated Self-Upsell project.

2. Cross-team Alignment: Establish clear workflows with the Account Management team to streamline lead detection and hand-off.

3. Sales Level-up: Implement a tactical plan to improve AE win rates and ARPU through targeted coaching and process adjustments.

How Success is Measured

• MoM % Growth in revenue generated via automated self-upsell.

• Efficiency Gains: Increased revenue per AE by shifting volume to automation and focusing human effort on high-value deals.

• Sales KPIs: Measurable improvement in Win Rates, ARPU, and Multi-product penetration.
  
  Why This Role Is Different

• You’re not managing accounts manually you’re building systems that do it at scale

• You’re not handed a playbook you create it

• You’re not just using AI tools you’re engineering automated revenue machines

• You’re not focused on prospects you’re unlocking untapped revenue from an existing customer base

• Your success is measured by scalable revenue impact, not activity volume
  
  Perks of being part of our team

  We care about people and we also offer a lot of benefits for employees:

  1. High growth, multicultural and friendly environment 🤝🏽

  2. Language classes with Yolk Academy 👩🏽‍🏫

  3. Breakfast in the office and organic fruit 🍏

  4. Nora discounts 🍱

  5. Pet Friendly 🐶

  About Us 🚀

  Factorial is an all-in-one HR Software fast-growing company founded in 2016. Our mission is to help SMEs automate HR workflows, centralize people data and make better business decisions. Currently, serves thousands of customers in over 60 countries all over the world and across industries, it has built a super diverse and multicultural team of over +1000 people in Barcelona, Brazil, Mexico, offices.🌎