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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.
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%)
Lead an International Team: Manage and develop 8 Account Executives across the UK, DE, FR, IT, PT, and ES markets, helping the team improve performance and focus on higher-value opportunities. 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
Systems & Scalability Mindset: You have experience leading SaaS sales teams and improving commercial performance, ideally in high-volume environments. Beyond day-to-day management, you naturally look for ways to simplify processes, increase efficiency, and scale impact.
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 balance short-term execution with long-term improvements. You bring structure, energy, and accountability to teams, especially in fast-moving environments where priorities evolve quickly.
Languages: Native-level or professional fluency in English and Spanish.
Your First 30 Days
Understand the Current Upsell Journey: Analyze the existing sales process, customer lifecycle, and expansion opportunities across Small Accounts.
Cross-team Alignment: Establish clear workflows with the Account Management team to streamline lead detection and hand-off.
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:
High growth, multicultural and friendly environment 🤝🏽
Language classes with Yolk Academy 👩🏽🏫
Breakfast in the office and organic fruit 🍏
Nora discounts 🍱
Pet Friendly 🐶
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.🌎