About the role
Hello! 👋 At Factorial , we're looking for an energetic and strategic SDR Upsell Team Lead to help us manage, support, and scale our expansion sales teams to the next level. As a Team Lead overseeing multi-market SDR team (Spain, Portugal, Italy and Germany), you will lead the charge in unlocking high-value pipelines within our existing client portfolio. You'll coach, lead, and inspire teams focused on profiling high-potential accounts, mapping key decision-makers and securing top-tier product demos. Ready to take on the challenge? 🚀
About
the Team 👥 We are launching a high-priority Strategic Expansion Task Force , and we need high-energy, creative Sales Development Representatives (SDRs) to unlock high-value pipeline within our existing client portfolio . While these companies already use our core products, key decision-makers within IT and Finance are not yet using our specialized solutions (Factorial IT & Finance). Your primary objective is to map out these accounts, locate these undiscovered Champions, conduct deep discovery, and book highly qualified product demos. Partnering closely with key Account Executives (AEs), you will lay the foundation that enables them to close high-value expansion deals.
What You'll Do 📝 Lead, Coach & Execute Multi-Touch Prospecting: Guide and shadow your SDRs on multi-channel outreach strategies (email, phone, LinkedIn, video). You’ll directly coach them on how to pitch specialized add-ons (like IT & Finance) to existing clients. Master Strategic Account Mapping: Train your teams to treat account mapping like a puzzle - helping them navigate complex org charts, overcome gatekeepers, and locate undiscovered internal Champions across target accounts. Drive Deep Discovery & Qualification: Teach SDRs how to ask probing, consultative questions rather than pitching features, ensuring the product demos booked for AEs are deeply qualified and high-value. Performance Tracking & KPI Execution: Turn metrics into action! Analyze activity, MQL-to-SQL conversion rates, booked demos, and pipeline MRR generated across your pods to build data-driven strategies for continuous growth. Optimize SDR ➔ AE Handoff: Work hand-in-hand with Account Manager Team Leads and Sales Managers to refine playbooks, align on target accounts, and ensure a seamless handoff that maximizes expansion deal closures. Keep Motivation High & Build Enablement: Foster a high-energy, resilient culture where SDRs handle expansion objections with grit. Collaborate with RevOps & Sales Enablement to train teams on HubSpot CRM hygiene and the latest playbooks. What Are We Looking For? 🎯 Professional fluency in English is mandatory; Native or bilingual in Spanish, Portuguese, Italian, French or German is a strong plus. Experience in B2B SaaS sales , with proven leadership experience managing SDRs/BDRs (or a standout record as a Senior/Lead SDR). Hands-on experience in outbound prospecting, upsell, cross-sell, or account expansion strategies , leading by example in multi-channel outreach. Consultative & Strategic Hunter Mindset: You possess a natural curiosity to understand client operations, map complex accounts, and navigate objections within existing client portfolios. Data-Driven & Tool Savvy: Skilled in tracking activity and forecasting pipeline metrics in CRMs (HubSpot / Salesforce) and outreach tools, turning raw data into actionable team strategy. Exceptional Coach & Communicator: Ability to break down complex discovery techniques, conduct call shadowings, hold impactful 1:1s, and align across internal departments. Full Ownership & Grit: You take full accountability for your teams' pipeline output, continuously driving creative messaging and championing new growth ideas.
