Sales Development Representative Team Lead Italian Market

Factorial; Barcelona; On-site; EUR 70,000 - 95,000; Full time

Benefits offered by this job

Competitive ESOP plan

Multicultural environment

Wellhub private health insurance

Cobee

Language classes

Breakfast in the office

Food discounts Nora

Pet Friendly

Job summary

Factorial is seeking an SDR Team Lead for the Italian Market to guide a team of eight SDRs, coaching performance, and driving pipeline growth using data-driven decisions. You will build strong customer relationships, align with Sales, Marketing and RevOps, and scale the AI platform for business growth.

Reporting to the SDR Manager, the role focuses on leadership, playbook refinement, and cross-functional collaboration to deliver consistent results and career development for the team.

Qualifications

• Proven leadership or track record as a top SDR/AE ready to move up.
• Strong coaching in discovery, qualification, objection handling, and engagement.
• Experience using CRM platforms to track metrics (HubSpot or Salesforce).

Responsibilities

• Lead and develop a team of SDRs, setting expectations and fostering learning.
• Coach daily execution, including call reviews and role-plays.
• Own pipeline performance through metrics analysis and action plans.
• Guide SDRs in prioritizing opportunities and maintaining CRM data for forecasting.
• Hire and onboard SDRs with growth plans.
• Refine sales playbooks and update messaging for best practices.
• Collaborate with Sales, Marketing, and RevOps to align qualifications and funnel quality.

Skills

Leadership

Coaching

Data-driven decisions

CRM experience

Italian language

English language

Tools

HubSpot CRM

Salesforce CRM

Job description

• Language classes

Hello!

At Factorial we're looking for a new SDR Team Lead for the Italian Market to help us support and scale our SDRs team to the next level. As part of the team in charge of helping businesses grow with Factorial’s AI platform, you'll focus on developing and coaching SDRs, building strong customer relationships, and turning strong sales execution into qualified pipeline.

Ready to be part of the challenge?

About The Team

Our Sales team is on a mission to connect businesses with the AI for business they need to grow — and we’re just getting started. If you love the thrill of building real relationships and want to be part of a team that’s shaping the future of HR, this is your place.

About The Role

Reporting directly to the SDR Manager, you lead a team of 8 SDRs in Italy, combining daily sales coaching, people development, and data-driven decisions to drive pipeline growth.

What You’ll Do

• Lead and develop the team: Set clear expectations, run weekly 1:1s, and build a culture of accountability and continuous learning.
• Coach close to daily execution: Drive call reviews, role-plays, and live coaching to strengthen discovery, objection handling, and prospect engagement.
• Own pipeline performance: Analyze conversion metrics and activity data to identify performance gaps, implement action plans, and hit team targets.
• Optimize deal qualification: Guide SDRs in prioritizing opportunities, maintaining structured follow-ups, and keeping accurate CRM data for reliable forecasting.
• Hire and onboard talent: Partner with Talent Acquisition to hire, onboard, and retain high-performing SDRs with tailored professional growth plans.
• Refine sales playbooks: Continously test and update messaging, outreach strategies, and qualification playbooks to share best practices across the team.
• Drive cross-functional collaboration: Partner with Sales, Marketing, and RevOps to align qualification standards, improve lead quality, and optimize funnel conversion.

What are we looking for?

• Brings proven leadership or high performance: Demonstrates experience leading a sales team or an outstanding track record as a top-performing SDR/AE ready to step up.
• Teaches strong sales fundamentals: Masterfully coaches team members on discovery, qualification, objection handling, and prospect engagement strategies.
• Leverages data for decision-making: Analyzes sales funnel metrics to identify conversion gaps and translate insights into concrete action plans.
• Communicates clearly and takes ownership: Deliver constructive feedback, prioritizes team goals, and collaborates seamlessly across cross-functional departments.
• Speaks fluent Italian and English: Communicates effortlessly in both native-level Italian and professional English across written and spoken channels.
• Holds B2B SaaS experience (Nice to have): Brings prior experience in outbound B2B SaaS environments and understands fast-paced software growth models.
• Navigates modern CRM tools (Nice to have): Shows familiarity with CRM platforms like HubSpot or Salesforce to track metrics and optimize outreach workflows.

Transparent salary grids with a 70/30 split (fixed/uncapped variable).

Factorial bets for potential and growth. We currently evaluate all seniority levels, as we believe diversity and collaboration are the key for rocking the world!

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

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.

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

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!