Team Lead - Sales Account Executive - Upsell (DACH)

👋 Hello!

At Factorial, we’re looking for a Team Lead – Sales Account Executive – Upsell for the DACH market to support, guide, and grow a high-performing sales team focused on driving expansion within our existing customer base.

This role is ideal for a Senior AE or experienced sales professional who loves being close to the action: leading by example, coaching on the job, and actively supporting the team to close deals and deliver value to clients in Germany, Austria, and Switzerland.

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.

The Role – Lead, Coach & Drive Team Performance

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.

What You’ll Be Doing

Team Leadership & Coaching (Hands-On)

• Team Leadership & Coaching (Hands-On)

  • Lead a team of Sales Account Executives focused on the DACH market.

  • 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 DACH region.

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.

Your Profile 🧐

• 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.

• Some leadership experience is a plus, but not mandatory — motivation and attitude matter most.

• 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 German and experience working in the DACH market + fluent English

Bonus Points

• Prospecting experience (SDR, full-cycle sales, or hunter background).

• Experience in full-cycle B2B sales.

• Familiarity with CRM tools such as Salesforce or HubSpot.

• Experience helping build or scale a team or business unit.

• Spanish skills.

About us 🚀

At Factorial, we’re building the leading business 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.

Perks of being part of our team💆

We 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 🐕

Wanna learn more about us? Check our website!