Team Lead Sales Account Executive Upsell
Factorial · Barcelona, CT, Spain
Hi there!
At Factorial, we’re looking for a Team Lead Sales Account Executive (Product Specialist) for the Spanish market. Your mission will be to support, guide, and grow a high-performing sales team focused on driving expansion within our existing customer base.
This role is ideal for a Senior AE or an experienced sales professional who loves being right in the middle of the action—leading by example, coaching day-to-day, and actively supporting the team to close deals and deliver value to customers in France and Italy.
This is a hands-on leadership role: you won’t just be managing from the sidelines; you’ll be in the trenches with your team.
The Role: Lead, Coach, and Drive Team PerformanceAs a Team Lead, you’ll be responsible for your group's performance, development, and motivation, focusing on team-level KPIs rather than individual sales targets.
You will combine active selling, coaching, and leadership, ensuring high execution standards while fostering a strong team culture built on trust, accountability, and collaboration.
What You'll DoTeam Leadership & Hands-On Coaching- Lead a team of Sales Account Executives focused on the Spanish market.
- Work side-by-side with your team: conduct daily coaching, join video calls whenever needed, and provide real-time feedback.
- Lead by example through your own commercial activity and deal involvement.
- Support team members through complex negotiations, objection handling, and sales strategy.
- Create a safe, high-performing environment, managing different personalities while keeping the team aligned.
Team Performance & Strategy- Own team-level KPIs (rather than individual quotas).
- Monitor pipeline health, deal progression, and forecast accuracy.
- Proactively identify areas for improvement and implement clear action plans.
- Collaborate with Sales Management to execute go-to-market and growth strategies in France and Italy.
Customer Engagement & Closing Support- Step into key negotiations when necessary to help drive deals over the finish line.
- Help the team identify opportunities for upselling and cross-selling.
- Ensure a top-tier customer experience and a value-based sales approach.
Cross-Functional Collaboration- Work closely with Account Managers, Sales Leaders, and internal teams.
- Share best practices, playbooks, and creative sales techniques across the organization.
- Act as the bridge between high-level strategy and daily execution.
Your Profile- 2–3+ years of experience in B2B sales with a proven track record of closing deals (preferably in SaaS).
- Previous experience as a Senior AE or a strong individual contributor who wants to remain hands-on.
- Leadership experience is a plus, but drive and attitude matter most.
- Excellent soft skills: resilience, empathy, top-notch communication, and the ability to manage complex team dynamics.
- Proactive, energetic, and solution-oriented mindset.
- Willingness and capability to jump on calls, support negotiations, and be highly present for your team.
- Native-level French and solid English skills. Proficiency in Spanish is a major plus.
Bonus Points- Experience in prospecting (SDR, full sales cycle, or hunter profile).
- Experience in full-cycle B2B sales.
- Familiarity with CRM tools like Salesforce or HubSpot.
- Experience helping build or scale a team or business unit.
- Good command of Spanish.
Perks of Joining Our Team- 🌍 Multicultural, friendly, and fast-growing environment
- 🏥 Private health insurance with Alan
- 🏋️ Healthy lifestyle with Wellhub (gyms, pools, outdoor classes)
- 💳 Flexible remuneration to save on expenses with Cobee
- 🗣️ Language classes
- 🥑 Organic breakfast and fresh fruit in the office
- 🥗 Discounts on Nora Real Food
- ☕ Free coffee and tea
- 🐶 Pet-friendly office
About UsFactorial is a fast-growing company founded in 2016, offering an all-in-one HR software solution. Our mission is to help SMEs automate their HR processes, centralize team data, and make better business decisions.
Today, we serve thousands of customers across 60+ countries and all industries. We’ve built a diverse, multicultural team of 1,400+ people across our offices in Barcelona, Brazil, and Mexico.
Our Values- We own it: We take full ownership of our projects. We make decisions, not excuses.
- We learn and teach: We’re committed to learning something new every day—and, above all, sharing it with others.
- We partner: Every decision is a team decision. We trust each other completely.
- We grow fast: We act quickly. We believe the biggest mistake is failing to learn from our errors.