Partnership Sales Team Lead Portuguese Market

Hello 👋🏻

Factorial is looking for an exceptional Partnership Sales Team Lead to drive our partner-led growth in the Portuguese market. This is a unique opportunity to shape one of the most strategic markets in the company and lead a high-performing team at the intersection of sales, partnerships, and ecosystem strategy.

At Factorial, we believe in developing great people, holding a high performance bar, and building partnerships that accelerate digitalisation for SMEs. In Portugal, this means building deep relationships with key ecosystems like Microsoft, IT Resellers and HR tech partners.
If you are passionate about partnerships, sales excellence, and leading teams to outperform expectations - we’d love to meet you.

The Role 🚀

As the Partnership Sales Team Lead for Portugal, you will lead a team of Account Executives and SDRs responsible for converting partner-generated demand, co-selling with strategic alliances, and establishing Factorial as the go-to HR platform in the country.
You will orchestrate the partner-to-pipeline motion end to end: from building trust with partners and elevating their confidence in Factorial, to guiding your team in converting high-intent, partner-influenced opportunities.
You will be an essential part of building the performance culture within Partnerships - developing talent, raising the bar on execution, and ensuring predictable, scalable, and high-quality sales outcomes.

What Will You Be Doing?

Team Leadership & Performance Culture

• Lead, coach, and develop a team of AEs and SDRs, ensuring clarity, ownership, and consistently high performance.

• Build a culture of accountability, feedback, and continuous improvement - reinforcing the behaviors and standards expected in our partner GTM.

• Design and deliver strategic coaching programs for both your team and partners to strengthen sales fundamentals and elevate ecosystem performance.

• Develop and execute ongoing training initiatives to ensure sales excellence, MEDDPICC discipline, and high-quality execution across the team.

Partner-Led Revenue Execution

• Guide your team in converting and closing partner-sourced and partner-influenced opportunities with excellence.

• Ensure consistent co-selling discipline with partners such as Microsoft, IT resellers, payroll software vendors, bookkeepers, and other ecosystem players.

• Maintain deep knowledge of partner motions and workflows to help your team tailor pitches and demos to each partner type.

Strategic Pipeline & Deal Management

• Ensure MEDDPICC is used consistently as a qualification and deal management framework across all partner opportunities.

• Own forecast accuracy and pipeline hygiene for your team, ensuring predictable results and strong collaboration with the leadership team.

• Support AEs in structuring complex partner deals, navigating multi-stakeholder environments, and executing high-quality sales cycles.

• Drive improvements in qualification, discovery, value-selling, and partner engagement.

Cross-Functional Collaboration

• Work closely with Partner Managers, Marketing, Product, and Alliances to ensure alignment on GTM initiatives, campaigns, and partner engagements.

• Influence internal processes to improve partner experience, sales velocity, and operational efficiency.

• Act as the voice of the Portuguese market in cross-functional discussions, ensuring we solve for local needs while scaling global solutions.

Innovation & Continuous Improvement

• Identify gaps and opportunities in our partner motions and propose data-driven improvements.

• Contribute to strategic initiatives around Microsoft alliances, and new partner types.

• Bring creative ideas to unlock new partner channels or accelerate existing ones.

Your Profile 🧐

You are a natural leader with a commercial mindset and a passion for building and scaling high-performing teams. You thrive in a fast-paced, ambitious environment and know how to balance execution discipline with partner empathy.
You bring:

• 2+ years of leading sales teams<