Job Description

Hello! 👋

At Factorial, we’re looking for a Team Lead fot the Account Executive Upsell team to lead the French and Italian markets and to support, guide, and grow a high-performing sales team focused on driving expansion within our existing customer base.

This is a very hands-on leadership role, you won’t just manage from the sidelines, you’ll be in the trenches with your team.

About the team 👥

Our Customer Experience team is the voice that guides our users every step of the way, making sure they always get the most out of Factorial. If you’re passionate about people and love turning a challenge into a great experience, you’ll fit right in.

What you'll do 📝

As Team Lead, you will be responsible for the performance, development, and motivation of the team, focusing on team KPIs rather than individual sales targets.

You’ll combine active selling, coaching, and leadership, ensuring high standards of execution while fostering a strong team culture built on trust, accountability, and collaboration.

Team Leadership & Coaching

• Be very close to the team: coach daily, join calls when needed, and provide real-time feedback.
• Lead by example through your own sales activity and deal involvement.
• Support team members in complex negotiations, objection handling, and deal strategy.
• Create a safe, high-performance environment, managing strong personalities and keeping the team aligned.

Team Performance & Strategy

• Own team-level KPIs (not individual sales quotas).
• Monitor pipeline health, deal progression, and forecast accuracy.
• Identify performance gaps and proactively implement improvement plans.
• Collaborate with Sales Management to execute go-to-market and growth strategies for the French and Italian markets.

Client & Deal Involvement

• Step into key deals when needed to support closings and negotiations.
• Help the team identify upselling and cross-selling opportunities.
• Ensure a high-quality customer experience and value-driven sales approach.

Cross-Functional Collaboration

• Work closely with Account Managers, Sales Leadership, and other internal teams.
• Share best practices, playbooks, and creative sales techniques across the organization.
• Act as a bridge between strategy and execution.

What are we looking for? 🎯

• 2–3+ years of experience in B2B sales, with proven closing experience (SaaS preferred).
• Background as a Senior AE or strong individual contributor who wants to stay hands-on.
• Leadership experience, but motivation and attitude matter most. Experience helping build or scale a team or business unit is a plus.
• Strong soft skills: resilience, empathy, communication, and the ability to manage challenging team dynamics.
• Proactive, energetic, and solution-oriented.
• Comfortable jumping into calls, supporting deals, and being very present for the team.
• Native-level of French or Italian and a professional level of English.

Perks of being part of Factorial 😎

• Competitive ESOP plan 📈
• High growth, multicultural and friendly environment 🤝
• Healthy life with Wellhub (Gyms, pools, outdoor classes) 🕺🏻
• Alan as private health insurance 🩺
• Save expenses with Cobee💰
• Language classes 👩🏻‍🏫
• Breakfast in the office and organic fruit 🍏
• Food discounts with Nora 🍱
• Pet Friendly 🐕
• Much more that we'll spill during the interview process

About Factorial 🚀

Factorial is the AI for Business that knows companies, connects how work happens across the business, and turns that context into action.

Founded in Barcelona in 2016, we now have +1,700 employees serving more than 16,000 companies across 112 countries.

Factorial started with a simple idea: companies were spending too much time managing processes and not enough time doing the work they were hired to do: their best work.

But as companies grow, work gets more disconnected. More people, more tools, more information, and more time spent connecting the dots. Generic AI can answer questions, but it doesn’t know your company. Every time, you have to give it the context.

Factorial is different. Because it’s inside the company, it already knows how it works, including its people, processes, policies, and data. So you can ask it to do real work, from screening candidates and managing expenses to answering questions and creating reports.

AI isn’t the goal. Giving people back their time is.

When work changes, so do we.

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.

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.

Want to learn more about us? Check our website!