About the role
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. Optimize the Handoff Funnel: Ensure a seamless, high-quality transition process from AM discovery to AE demo and close, eliminating friction points. Strategic Playbooks: Collaborate with the Head of SA P0–P2 and Head of P3–P4 on power pack design, product complexity classification, and discovery playbooks to maximize ARPU. 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: 3+ 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. Process Alignment: The AM-to-Commando handoff process is fully documented, the teams are trained, and the funnel is running smoothly. Dashboarding Live: A rigorous weekly pipeline review cadence is fully operational and feeding directly into your custom HubSpot dashboards. Strategic Insights: Your first comprehensive feedback report is delivered to SA leadership, identifying what is working, what is failing, and proposing data-backed process improvements.
