Upsell Sales Manager Small Accounts

Factorial’s Small Accounts segment is the largest growth lever, and the Commando Team (Upsell) is the tip of the spear. This high‑velocity, high‑impact squad is dedicated to converting Account Management discoveries into closed revenue.

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. Build reports to find answers, not just to show numbers.
• Cross‑Functional Collaboration: Exceptional stakeholder management skills. Role thrives at the 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 predictably hitting their designated targets for demos and closed‑won deals month‑over‑month.
• Process Alignment: AM‑to‑Commando handoff process fully documented, teams trained, funnel running smoothly.
• Dashboarding Live: Rigorous weekly pipeline review cadence fully operational and feeding directly into custom HubSpot dashboards.
• Strategic Insights: First comprehensive feedback report delivered to SA leadership, identifying what works, what fails, and proposing data‑backed process improvements.

Perks of being part of our team

• High growth, multicultural and friendly environment
• Alan private health insurance
• Healthy life with Wellhub (Gyms, pools, outdoor classes)
• Save expenses with Cobee
• Language classes
• Breakfast in the office with organic fruit
• Nora discounts
• Free caffeine and theine
• Pet Friendly

EEO Statement

We welcome applicants from all backgrounds, including people with disabilities. Factorial is committed to equal opportunities and actively promotes workplace inclusion. We encourage you to indicate if you would like more information about our inclusive recruitment processes, and we will share additional information with you.