Upsell Sales Manager Small Accounts

Responsibilities

• Lead and coach a squad of 7 AE Commando specialists across multiple European markets to elevate closing skills and multi-product pitching.
• Optimize the handoff funnel to ensure a seamless transition from Account Management discovery to AE demos and closed revenue.
• Collaborate with leadership to design strategic playbooks, product complexity classifications, and discovery processes to maximize ARPU.
• Own performance metrics including demos booked, closed deals, AMRR, and conversion rates via HubSpot dashboards.
• Conduct rigorous weekly pipeline reviews to audit deal quality, identify blockers, and maintain CRM data hygiene.
• Act as a primary feedback loop between the Commando team and leadership to mitigate risks to monthly revenue targets.

Requirements

• 3+ years of SaaS sales experience, ideally within high-volume SMB or mid-market segments.
• Proven leadership experience managing or leading high-performing Account Executives or SDRs.
• Extreme data orientation with the ability to navigate pipeline metrics, cohort conversion rates, and revenue targets.
• Proficiency with HubSpot or similar CRM tools to build custom reports and track team performance.
• Exceptional stakeholder management skills for cross-functional collaboration with Sales, Customer Success, and Product teams.
• Fluency in English; Spanish language skills are a strong plus.

Benefits

• High growth, multicultural, and friendly work environment.
• Private health insurance via Alan.
• Wellhub membership for gyms, pools, and outdoor classes.
• Expense management via Cobee.
• Language classes and professional development.
• Office perks including breakfast, organic fruit, and free caffeine.
• Pet-friendly office environment.

About the Company

Factorial is building the leading AI Business Management Software for companies of all sizes. Our platform centralizes key workflows across HR, Finance, Talent, Operations, and IT, freeing teams from manual processes so they can focus on leading and growing their people. With over 1,500 employees across Europe, Asia, Africa, and America, we are one of Europe’s fastest-growing SaaS companies, proudly headquartered in Barcelona.