Lead, Coach, and Accelerate Finance Upsell Growth

Lead, Coach, and Accelerate Finance Upsell Growth

We are looking for a Hands-on Team Lead to guide, coach, and grow a team of Sales Account Executives focused on driving expansion and upsell of our Finance Product across existing customer accounts.

This is a player-coach position: you won't just manage from the sidelines. You will actively jump on executive calls, guide high-stakes negotiations with CFOs and senior finance executives, and lead by example while building a high-performing team culture.

What will you be doing? 👀

1. Team Leadership & Hands-On Coaching

• Lead and scale a team of Sales Account Executives specializing in upselling and cross-selling the Finance product portfolio (expense management, accounting, treasury, cards, and ERP integrations).

• Coach day-to-day: Conduct regular pipeline reviews, call shadowing, video-call support, and deal strategy sessions.

• Lead by example: Demonstrate consultative selling techniques when pitching directly to executive financial personas (CFOs, Finance Directors, Controllers).

• Build a high-trust culture: Foster team alignment, continuous feedback, resilience, and accountability.

2. Strategy & Team Performance

• Own team-level targets: Be accountable for team-wide revenue targets, pipeline velocity, deal size, and expansion metrics.

• Optimize deal cycles: Work with AEs to shorten sales cycles, navigate multi-stakeholder deals, and increase win rates.

• Collaborate on Go-To-Market strategy: Partner with Sales Leadership, Product, and Marketing teams to continuously refine our Finance positioning and playbook across international markets.

3. High-Value Closing & Cross-Functional Alignment

• Executive engagement: Step into complex negotiations and executive pitches to help close key opportunities.

• Partner with Account Management: Align with Account Managers and Customer Success teams to unlock hidden expansion opportunities within existing client portfolios.

• Act as a Finance Domain Reference Point: Bridge product capabilities with customer financial pain points, ensuring our solution communicates strong ROI.

What We Are Looking For

• Sales Experience: 3–5+ years of B2B SaaS closing experience with a consistent track record of hitting/exceeding quotas.

• Domain Expertise: Solid knowledge of Finance software, SaaS fintech, expense management, treasury, or ERP/accounting workflows.

• Executive Pitching: Proven experience negotiating directly with CFOs, Controllers, and Senior Finance Executives.

• Leadership Drive: Previous experience as a Team Lead, Senior AE, or informal mentor with a passion for coaching and developing talent.

• Hands-on Mindset: Willingness to jump into calls, co-pitch, assist in objection handling, and lead from the front.

• Languages: Business-level fluency in English plus native/fluent skills in Spanish

Bonus Points ️

• Experience building or scaling a specialized Business Unit / Sales Pod from scratch.

• Deep knowledge of sales tech stacks and CRMs (Salesforce, HubSpot, Gong, etc.).

• Prior experience handling full-cycle B2B expansion or upsell sales models.

Key Competencies & Characteristics

• Financial Acumen: Able to speak the language of finance leaders (ROI, efficiency, compliance, cash flow, integration).

• Consultative & Hunter Mindset: Persistent, value-driven, and proactive in surfacing expansion deals.

• Empathy & Coaching: Natural communicator who can give constructive feedback and motivate team members.

• Radical Ownership: Takes complete responsibility for team execution and growth.

Our Values

• We own it: We make decisions, not excuses.

• We learn and teach: We share knowledge constantly to elevate the team.

• We partner: Every win is a shared team victory.

• We grow fast: We act quickly, learn fast, and adapt.

Perks & Benefits

• High-growth, multicultural, and collaborative office environment in Barcelona.

• Private health insurance with Alan.

• Gym & wellbeing pass with Wellhub.

• Flexible remuneration with Cobee.

• In-house language classes.

• Fresh organic fruit, breakfast, free coffee & tea.

• Pet-friendly office space.