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.

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?

• 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.

• 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.

• 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.

• 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.

• 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.
• 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.

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…