Sales Development Representative Upsell Team Lead

<p>Hello! 👋</p><p></p><p>At <strong>Factorial</strong>, we're looking for an energetic and strategic <strong>SDR Upsell Team Lead</strong> to help us manage, support, and scale our expansion sales teams to the next level.</p><p>As a Team Lead overseeing <strong>multi-market SDR</strong> <strong>team</strong> (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.</p><p></p><p>Ready to take on the challenge? 🚀</p><p></p><h2><strong>About the Team 👥</strong></h2><p></p><p><span>We are launching a high-priority <strong>Strategic Expansion Task Force</strong>, and we need high-energy, creative Sales Development Representatives (SDRs) to unlock high-value pipeline within our <strong>existing client portfolio</strong>.</span></p><p></p><p><span>While these companies already use our core products, key decision-makers within <strong>IT and Finance</strong> are not yet using our specialized solutions (Factorial IT &amp; Finance). <strong>Your primary objective is to map out these accounts, locate these undiscovered Champions, conduct deep discovery, and book highly qualified product demos.</strong> Partnering closely with key Account Executives (AEs), you will lay the foundation that enables them to close high-value expansion deals.</span></p><p></p><h3><strong>What You'll Do 📝</strong></h3><p></p><ul><li><p><strong>Lead, Coach &amp; Execute Multi-Touch Prospecting:</strong> 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 &amp; Finance) to existing clients.</p></li></ul><ul> <li><p><strong>Master Strategic Account Mapping:</strong> 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.</p></li> <li><p><strong>Drive Deep Discovery &amp; Qualification:</strong> Teach SDRs how to ask probing, consultative questions rather than pitching features, ensuring the product demos booked for AEs are deeply qualified and high-value.</p></li> <li><p><strong>Performance Tracking &amp; KPI Execution:</strong> 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.</p></li> <li><p><strong>Optimize SDR ➔ AE Handoff:</strong> 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.</p></li> <li><p><strong>Keep Motivation High &amp; Build Enablement:</strong> Foster a high-energy, resilient culture where SDRs handle expansion objections with grit. Collaborate with RevOps &amp; Sales Enablement to train teams on HubSpot CRM hygiene and the latest playbooks.</p></li> </ul><p></p><h3><strong>What Are We Looking For? 🎯</strong></h3><p></p><ul> <li><p><strong>Professional fluency in English is mandatory; Native or bilingual in Spanish, Portuguese, Italian, French or German is a strong plus.</strong></p></li> <li><p><strong>Experience in B2B SaaS sales</strong>, with proven leadership experience managing SDRs/BDRs (or a standout record as a Senior/Lead SDR).</p></li> <li><p><strong>Hands-on experience in outbound prospecting, upsell, cross-sell, or account expansion strategies</strong>, leading by example in multi-channel outreach.</p></li> <li><p><strong>Consultative &amp; Strategic Hunter Mindset:</strong> You possess a natural curiosity to understand client operations, map complex accounts, and navigate objections within existing client portfolios.</p></li> <li><p><strong>Data-Driven &amp; Tool Savvy:</strong> Skilled in tracking activity and forecasting pipeline metrics in CRMs (HubSpot / Salesforce) and outreach tools, turning raw data into actionable team strategy.</p></li> <li><p><strong>Exceptional Coach &amp; Communicator:</strong> Ability to break down complex discovery techniques, conduct call shadowings, hold impactful 1:1s, and align across internal departments.</p></li> <li><p><strong>Full Ownership &amp; Grit:</strong> You take full accountability for your teams' pipeline output, continuously driving creative messaging and championing new growth ideas.</p></li> </ul><p></p><h3> <strong>Perks of being part of Factorial </strong>😎</h3><ul> <li><p>High growth, multicultural and friendly environment 🤝</p></li> <li><p>Healthy life with <a href="https://wellhub.com/es-es/" rel="noopener noreferrer" target="_blank"><u>Wellhub</u></a> (Gyms, pools, outdoor classes) 🕺🏻</p></li> <li><p>Save expenses with <a href="https://cobee.io/en/" rel="noopener noreferrer" target="_blank"><u>Cobee</u></a>💰</p></