Hello Factorial’s Small Accounts segment is our largest growth lever, and the Commando Team (Upsell) is the tip of the spear. This is a high-velocity, high-impact squad dedicated to converting Account Management (AM) discoveries into closed revenue. We are looking for a highly analytical, KPI-oriented Sales Manager to lead a team of 7 AE Commando specialists. You will be responsible for institutionalizing operational rigor, optimizing the cross-functional handoff funnel, and building the tracking infrastructure necessary to consistently crush our monthly revenue targets. 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. - Quality Scorecards & Continuous Coaching: Define and own quality scorecards across the key commercial skills, using them to identify gaps and drive continuous, data-informed coaching for the team. - Upsell Strategy & Revenue Optimisation:



Partner with the Head of SA to improve conversion rates and ARPU through product-led upsell strategy, including power-pack design, product-complexity classification and discovery playbooks. 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: 4+ 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

📌 Upsell Sales Manager Small Accounts (Barcelona)
🏢 Factorial
📍 Barcelona