About the role
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. The Challenge: Scaling Intelligence, Not Headcount 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 builder who can turn operational complexity into scalable revenue Your mission is to build a scalable engine that turns a high-volume portfolio into a predictable revenue stream. You will lead a team of 8 International Account Executives while architecting the AI-driven workflows that allow our "long-tail" customers to grow autonomously. Your Mission 1. Revenue Systems & AI Strategy 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 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 work effectively with Revenue Ops, Growth, Marketing, and other teams to translate commercial challenges into actionable initiatives and operational improvements. 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 The Blueprint: Deliver the first strategic draft for the automated Self-Upsell project. 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. 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
