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.

Todas las habilidades, cualificaciones y experiencia relevantes que necesitará un candidato seleccionado se enumeran en la siguiente descripción.

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 OwnLead 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 idóneo.
- 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. xcskxlj

Perks of being part of our team
- 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

We believe in inclusion: We are committed to equal opportunities and actively promote workplace inclusion of people with disabilities.

#J-18808-Ljbffr

📌 Head of Pre-Sales Strategy (Finance Background) (Barcelona)
🏢 Factorial
📍 Barcelona