Head of Credit Sales Sales

Who are we?

Novicap is an end-to-end working capital solutions provider focused on enabling CFOs/Finance teams of SMEs to pay their suppliers and collect from their customers. This includes short-term credit (factoring, supply chain finance and loans) and payment automation solutions.

With offices in Barcelona and Madrid, we are currently looking for a Head of Sales who wants to join our team. You will lead and scale Novicap’s Credit revenue engine. This role bridges the gap between developing new business and maximizing the lifetime value of our existing portfolio.

Sounds interesting? Keep reading!

As mentioned, you will be responsible for both Customer Acquisition (CA) & Customer Success (CS), is to lead and scale Novicap’s Credit revenue engine. This role bridges the gap between developing new business and maximizing the lifetime value of our existing portfolio.

The primary focus (approx. 65%) is on building a high-performance machine: mentoring Regional Managers, enforcing rigorous sales processes, and ensuring data hygiene for financial forecasting. The secondary focus (approx. 35%) is on executive selling: supporting the team in closing strategic accounts and opening institutional doors.

In order to achieve your mission, you will be responsible for:

Mentorship of Regional Managers:
Actively coach the newly promoted Regional Managers (Barcelona & Madrid) to transition them from individual contributors to autonomous leaders. This includes weekly 1:1s to review pipeline velocity, activity metrics, and "deal pace".

Performance Evaluation:
Execute the quarterly quantitative and qualitative performance reviews for the Acquisition and Success teams, applying the specific evaluation matrices (e.g., "Churn Ratio" for CS and "Account Activation" for Acquisition) defined in the Sales Management Manual.

Talent Pipeline:
Lead the recruitment and onboarding of new Account Executives (AEs) to ensure full capacity in all territories, ensuring adherence to the "Adaptation Period" protocols for new hires.

Process Enforcement:
Guarantee 100% team compliance with the Hub Spot Manual protocols. This includes enforcing mandatory properties at every Deal Stage, ensuring correct "Deal Source" attribution (Outbound vs. Inbound vs. Partners), and managing the "portfolio cleaning" automation to prevent hoarding of stagnant leads.

Forecasting Precision:
Own the monthly and quarterly revenue forecast. Move the team from "gut-feeling" forecasting to data-driven predictions based on "expected line size," "commission %," and realistic "close dates" as outlined in the pipeline closing protocols.

Funnel Optimization:
Monitor conversion rates from "Qualification" to "Activation". Identify bottlenecks in the "Risk Analysis" or "Contracting" stages and collaborate with the Risk and Operations departments to improve conversion rates and reduce time-to-funding.

Segmentation Leadership:
Serve as a voting member of the Segmentation Committee. Collaborate with Marketing and Strategy to define commercial hypotheses, prioritize target sectors, and determine lead distribution strategies to feed the Acquisition team.

Dual-Strategy Management:
Successfully manage two distinct sales motions simultaneously: (i) Customer Acquisition, driving "hunter" behavior; and (ii) Customer Success, driving "farmer" behavior.

Collaboration with the Partnerships Team:
Work hand-in-hand with the Head of Partnerships to foster lead generation and improve conversion rates from key partners.

Feedback Loop with the Product Team:
Provide comprehensive feedback to the Product team, prioritizing potential improvements for major commercial impact.

Key Account Sponsorship:
Act as the executive sponsor for high-stakes negotiations with mid-market CFOs/CEOs, particularly for deals originating from the Partner channel or complex "Cross-Sell" opportunities.

Institutional Representation:
Represent Novicap in high-level industry events or critical partner meetings to support the brand's market positioning.

In doing so, you will contribute to the achievement of Novicap’s long-term growth…