About the role
Our Finance suite — Expenses, Procurement, Projects, Headcount Planning — is one of the fastest-growing parts of Factorial, and we're looking for the leader who will own how we sell it across Europe. This is a well-rounded leadership role. You'll need to deeply understand Factorial's three revenue streams — New Business, Customer Success and Expansion, and Partners — and identify how to increase Finance product sales across all of them. From that understanding, you'll generate ideas and push them through your own team and across the wider organization: Marketing, Sales, Customer Success, Partners, and Product. Strong stakeholder management is essential — most of your impact will come through people who don't report to you. You'll lead a team of 5 pre-sales consultants across five markets (ES, FR, PT, IT, DACH), and you'll sit in the Finance triad alongside the Product Director and Product Marketing Manager — equal voice, shared accountability for the domain's growth.
What you'll own Lead and grow
the team Lead, develop, and retain a team of 5 pre-sales consultants across ES, FR, PT, IT, and DACH. Set the standard, run real performance management, build real careers. Establish clear expectations for performance and growth at every level of
the team, and coach consistently against them. Make
the team measurably better quarter over quarter — on discovery quality, demo impact, deal influence, and domain expertise. Move GTM, Marketing, and Customer Success Partner with Marketing to drive qualified Finance pipeline. Actively shape campaigns, content, webinars, and events that bring Finance buyers to the table. Work with Customer Success to drive expansion pipeline from the existing customer base — identify the segments, design the plays, and shape the campaigns that turn HR customers into Finance customers. Work hand-in-hand with Product Marketing on positioning, bundles, pricing narratives, and launch plans. Bring market signal in; push GTM motion out. Influence the SDR, AE, and CX motion on Finance: what's qualified, what's not, what playbooks work in which market and in which motion (new business vs. expansion). Enable all three revenue streams New Business: Design and deliver Finance certification for Account Executives across all five markets — what they need to know, how we test it, what unlocks they get when they pass. Define where pre-sales plays in deals and where AEs run solo. Customer Success and Expansion: Equip CX teams to identify and convert Finance upsell opportunities within the existing customer base. Build the playbooks, training, and demo assets that turn HR-first customers into Finance customers. Partners: Enable our partner ecosystem to position and demo the Finance suite confidently. Co-build certification paths and sales assets that let partners drive Finance attach in their own deals. Build the measurement layer for Finance pre-sales across all three streams: attach rate, win rate on attached deals, ACV uplift, deal cycle impact. Shape the Finance product roadmap Be the voice of the customer back into Product. Synthesize patterns from discovery calls into prioritized product feedback, and influence the Finance roadmap as a peer of the Product Director. Stay sharper than the market on competitors (Pleo, Spendesk, Payhawk, Coupa, and local players in each geography). Feed competitive intelligence into both Product and GTM. Lead strategically from the front Personally lead discovery and demo on the most strategic Finance deals — staying close to the market keeps your strategy honest and your team aligned. Represent the Finance domain externally — webinars, customer events, industry voice.
