Upsell Sales Manager Small Accounts

Hello 👋🏻

Factorial’s Small Accounts segment is our largest growth lever, and the Commando Team (Upsell) is the tip of the spear. This is a high-velocity, high-impact squad dedicated to converting Account Management (AM) discoveries into closed revenue.

We are looking for a highly analytical, KPI-oriented Sales Manager to lead a team of 7 AE Commando specialists. You will be responsible for institutionalizing operational rigor, optimizing the cross-functional handoff funnel, and building the tracking infrastructure necessary to consistently crush our monthly revenue targets.

Key Responsibilities

1. Team Leadership & Deal Closing

• Manage & Coach: Lead a squad of 7 AE Commando specialists across ES, FR, PT, DE, IT, and UK markets. Elevate their closing skills and multi-product pitch.

• Quality Scorecards & Continuous Coaching: Define and own quality scorecards across the key commercial skills, using them to identify gaps and drive continuous, data-informed coaching for the team.

• Upsell Strategy & Revenue Optimisation: Partner with the Head of SA to improve conversion rates and ARPU through product-led upsell strategy, including power-pack design, product-complexity classification and discovery playbooks.

2. Data Rigor & Pipeline Architecture

• Own the Metrics: Define, track, and report critical Commando performance metrics (demos booked, closed deals, AMRR, ARPU, conversion rates) directly via HubSpot dashboards.

• Ruthless Pipeline Reviews: Run strict weekly pipeline cadences with AEs to audit deal quality, identify blockers, and maintain pristine CRM data hygiene.

• Risk Management & Feedback Loops: Act as the primary feedback channel between the Commando team and SA leadership. Flag risks to monthly AMRR targets early and execute swift corrective actions.

What We Are Looking For

• SaaS Sales Expertise: 4+ years of experience in SaaS sales, ideally within high-volume SMB or mid-market segments.

• Leadership Track Record: Prior experience managing or leading a team of high-performing Account Executives or SDRs.

• Extreme Data Orientation: Completely comfortable navigating pipeline metrics, cohort conversion rates, and AMRR targets. You build reports to find answers, not just to show numbers.

• Cross-Functional Collaboration: Exceptional stakeholder management skills. This role thrives at the exact intersection of Sales, Customer Success (AM), and Product.

• CRM Proficiency: Strong experience with HubSpot or similar CRMs to build custom reports and track team performance.

• Languages: Fluent in English; Spanish is a strong plus given the hub's composition.

What Success Looks Like in 90 Days

• Target Consistency: Commando AEs are predictably hitting their designated targets for demos and closed-won deals month-over-month.

• Funnel & Revenue Optimisation: The manager has identified the main conversion and ARPU opportunities across the upsell funnel, prioritised product-level initiatives, and launched measurable actions to improve results.

• High-Volume Pipeline Control: A robust weekly operating rhythm is in place to review pipeline volume, conversion, deal quality, productivity and risks across markets and AEs.

• Actionable Reporting Live: HubSpot dashboards provide a reliable view of key KPIs, trends and performance drivers, allowing the team and SA leadership to make timely, data-backed decisions.

  
  

Perks of being part of our team 💆

• High growth, multicultural and friendly environment 🤝🏽

• Alan private health insurance 🩺

• Healthy life with Wellhub (Gyms, pools, outdoor classes) 🧘🏽‍♀️

• Save expenses with Cobee 💰

• Language classes 👩🏽‍🏫

• Breakfast in the office and organic fruit 🍏

• Nora discounts 🍱

• Free caffeine and theine ☕

• Pet Friendly 🐶

  Salary range for this position: €60,000–€75,000 OTE

About Factorial 🚀

At Factorial, we’re building the leading AI Business Management Software for companies of all sizes. Our platform centralizes key workflows across HR, Finance, Talent, Operations, and IT, freeing teams from manual processes so they can focus on what really matters: leading, growing, and taking care of their people.With over 1,500 employees across Europe, Asia, Africa, and America. We are one of Europe’s fastest-growing SaaS companies, proudly headquartered in Barcelona. If you're excited to shape the future of business management technology, we’d love to meet you.

We believe in diverse talent: we welcome applicants from all backgrounds and strongly encourage people of diverse experiences and identities to apply.

We believe in inclusion: we are committed to equal opportunities and actively promote workplace inclusion of people with disabilities. If you would like to learn more about our inclusive recruitment processes, you are welcome to indicate so optionally and we will share additional information with you.

Our values 🫀

• We own it: We take responsibility for every project. We make decisions, not excuses.

• We learn and teach: We're dedicated to learning something new every day and, above all, share it.

• We partner: Every decision is a team decision. We trust each other.

• We grow fast: We act fast. We think that the worst mistake is not learning from them.

Want to learn more about us? Check ourwebsite!