Head of Pre-Sales Strategy (Finance Background)

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.

What we're looking for

• A leader who moves systems. You've led teams that hit and exceeded targets, and you can talk specifically about how — what you changed in the team, what you changed in the GTM motion, what you changed in how the org thought about your domain.
• Stakeholder management at scale. You're comfortable working across many teams with different priorities — Marketing, Sales, CS, Partners, Product — and you know how to align them around a shared agenda. You bring ideas, but you also bring the patience and political instinct to get them adopted.
• A GTM operator. You've worked closely with Marketing and Sales leadership to drive pipeline, not just convert it. You know how to brief a campaign, push back on a positioning deck, and tell Marketing what's actually working in the market.
• Influence as a craft. You move people who don't report to you — Product, Marketing, Sales, CS, Partners. You build coalitions, you sell internally, you turn data into decisions.
• Deep Finance domain knowledge. You've sold to, consulted for, or worked inside the office of the CFO. You can have a substantive conversation about AP automation, expense workflows, procurement approval logic, or headcount planning. Background in Spend Management, FP&A, ERP-adjacent SaaS, or Finance Operations is ideal.
• Consultancy-grade thinking. You approach customer problems the way a strategy consultant would — diagnose deeply, structure clearly, recommend confidently. Your team learns to think this way because you model it.
• Multilingual environment comfort. Fluent English required. Working proficiency in at least one of Spanish, French, Italian, Portuguese, or German strongly preferred.
• Owner's mindset. You see the Finance domain as your business. P&L thinking, not seat-filling thinking.

About us

At Factorial, we’re building the leading business AI management software for companies of all sizes. Our platform centralizes key workflows across HR, finance, and operations, freeing teams from manual processes so they can focus on what really matters: leading, growing, and taking care of their people.With over 1,200 employees across 7 markets, we serve 700,000+ users and are one of Europe’s fastest-growing SaaS companies, backed by top-tier investors and proudly headquartered in Barcelona.We believe in bold goals, radical ownership, and inclusive collaboration. If you're excited to shape the future of business management technology, we’d love to meet you.

Our Values

• We own it: We take responsibility for every project. We make decisions, not excuses.
• We learn and teach: We're dedicated to learning something new every day and, above all, share it.
• We partner: Every decision is a team decision. We trust each other.
• We grow fast: We act fast. We think that the worst mistake is not learning from them.
• We believe in diverse talent: We welcome applicants from all backgrounds and strongly encourage people of diverse experiences and identities to apply.
• We believe in inclusion: We are committed to equal opportunities and actively promote workplace inclusion of people with disabilities. If you would like to learn more about our inclusive recruitment processes, you are welcome to indicate so optionally and we will share additional information with you.

Wanna learn more about us? Check our website!

Perks of being part of our teamWe care about people and we also offer a lot of benefits for employees:

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