Sales Development Representative Upsell Team Lead

Factorial HR; Barcelona; On-site; EUR 60,000 - 100,000; Full time

Benefits offered by this job

High growth environment

Wellhub fitness benefits

Cobee expense management

Language classes

Breakfast in the office

Organic fruit in office

Nora discounts on food

Pet friendly

Job summary

Factorial HR is seeking an energetic SDR Upsell Team Lead to guide expansion across Spain, Portugal, Italy and Germany. You will coach and empower SDRs to map accounts, identify champions, and book highly qualified product demos in collaboration with Account Executives.

As a leader overseeing multi-market expansion, you’ll drive discovery, qualification, and pipeline metrics while fostering a high-performance, data-driven culture with CRM hygiene and enablement to scale growth.

Qualifications

• Experience leading SDRs/BDRs in B2B SaaS.
• Proven outbound prospecting and account expansion skills.
• Fluent English; additional languages a plus.
• Strong data-driven forecasting and CRM hygiene.

Responsibilities

• Lead, coach & execute multi-touch prospecting across channels.
• Map strategic accounts and locate internal champions.
• Drive discovery and qualification to secure qualified demos.
• Track KPI metrics and optimize pipeline across pods.
• Handoff SDRs to AEs with aligned target accounts.
• Foster motivation and enablement with CRM playbooks.

Skills

Multi-channel Outreach

Strategic Account Mapping

Deep Discovery

KPI Tracking

Team Leadership

CRM Tools

Sales Enablement

Tools

HubSpot

Salesforce

Job description

Hello!

At Factorial, we're looking for an energetic and strategic SDR Upsell Team Lead to help us manage, support, and scale our expansion sales teams to the next level.

As a Team Lead overseeing multi-market SDR team (Spain, Portugal, Italy and Germany), you will lead the charge in unlocking high-value pipelines within our existing client portfolio. You'll coach, lead, and inspire teams focused on profiling high-potential accounts, mapping key decision-makers and securing top-tier product demos.

Ready to take on the challenge?

About the Team

We are launching a high-priority Strategic Expansion Task Force, and we need high-energy, creative Sales Development Representatives (SDRs) to unlock high-value pipeline within our existing client portfolio.

While these companies already use our core products, key decision-makers within IT and Finance are not yet using our specialized solutions (Factorial IT & Finance). Your primary objective is to map out these accounts, locate these undiscovered Champions, conduct deep discovery, and book highly qualified product demos. Partnering closely with key Account Executives (AEs), you will lay the foundation that enables them to close high-value expansion deals.

What You’ll Do

• Lead, Coach & Execute Multi-Touch Prospecting: Guide and shadow your SDRs on multi-channel outreach strategies (email, phone, LinkedIn, video). You’ll directly coach them on how to pitch specialized add-ons (like IT & Finance) to existing customers.
• Master Strategic Account Mapping: Train your teams to treat account mapping like a puzzle - helping them navigate complex org charts, overcome gatekeepers, and locate undiscovered internal Champions across target accounts.
• Drive Deep Discovery & Qualification: Teach SDRs how to ask probing, consultative questions rather than pitching features, ensuring the product demos booked for AEs were deeply qualified and high-value.
• Performance Tracking & KPI Execution: Turn metrics into action! Analyze activity, MQL-to-SQL conversion rates, booked demos, and pipeline MRR generated across your pods to build data-driven strategies for continuous growth.
• Optimize SDR AE Handoff: Work hand‑in‑hand with Account Manager Team Leads and Sales Managers to refine playbooks, align on target accounts, and ensure a seamless handoff that maximizes expansion deal closures.
• Keep Motivation High & Build Enablement: Foster a high‑energy, resilient culture where SDRs handle expansion objections with grit. Collaborate with RevOps & Sales Enablement to train teams on HubSpot CRM hygiene and the latest playbooks.

What Are We Looking For?

• Professional fluency in English is mandatory; Native or bilingual in Spanish, Portuguese, Italian, French or German is a strong plus.
• Experience in B2B SaaS sales, with proven leadership experience managing SDRs/BDRs (or a standout record as a Senior/Lead SDR).
• Hands‑on experience in outbound prospecting, upsell, cross‑sell, or account expansion strategies, leading by example in multi‑channel outreach.
• Consultative & Strategic Hunter Mindset: You possess a natural curiosity to understand client operations, map complex accounts, and navigate objections within existing client portfolios.
• Data‑Driven & Tool Savvy: Skilled in tracking activity and forecasting pipeline metrics in CRMs (HubSpot / Salesforce) and outreach tools, turning raw data into actionable team strategy.
• Exceptional Coach & Communicator: Ability to break down complex discovery techniques, conduct call shadowings, hold impactful 1:1s, and align across internal departments.
• Full Ownership & Grit: You take full accountability for your teams' pipeline output, continuously driving creative messaging and championing new growth ideas.

Perks of being part of Factorial

• High growth, multicultural and friendly environment
• Healthy life with Wellhub (Gyms, pools, outdoor classes)
• 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

At Factorial, we’re building the leading AI Business Management Software for companies of all sizes. Our platform centralizes key workflows across HR, Finance, Talent, Operations, and IT, freeing teams from manual processes so they can focus on what really matters: leading, growing, and taking care of their people. With over 1,500 employees across Europe, Asia, Africa, and America. We are one of Europe’s fastest-growing SaaS companies, proudly headquartered in Barcelona. If you're excited to shape the future of business management technology, we’d love to meet you.

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!