Founding Sales Account Executive Finance

Hello ðAt Factorial we're building the leading business management software for companies of all sizes and Finance is where we're moving fastest. Headcount planning, salary review cycles, procurement, project profitability and expenses now live inside the same platform as payroll, people and hours, powered by ONE, our AI agent.
We're looking for a Founding Account Executive to sell it. Not to our installed base — from zero. You'll own new logos for the Finance product end to end: you generate the opportunity, you run the cycle, you close it.
Ready to be part of the challenge?The Role ðYou own the full sales cycle for Factorial's Finance product: from the opportunity you create yourself to signature. That means you don't wait for a lead to land in your pipeline. You identify the companies where the finance pain is real, you find the way in, and you turn a conversation into a deal. What you sign is yours from first touch to close.
The people on the other side of the table are CFOs, Financial Controllers, Finance Directors and Heads of FP&A. They will test whether you understand their world — month-end close, committed spend, cost of headcount, project margin, ERP reality — before they take you seriously on software.
Why this role is different ðFinance at Factorial is early enough that the playbook isn't written. You won't inherit a script; you'll help build the sales narrative, the qualification criteria and the discovery that the rest of the team ends up using. Your deals will shape how we grow this line across Europe.
And you won't be selling AI as a feature. ONE is how our Finance product gets built, fed and operated — that's an architecture argument, not a bullet point on a slide, and you'll be the one making it in front of finance leaders who have heard "AI-powered" a thousand times this year.

What you'll do
ð§ Generate your own pipeline. Prospect, open doors and build opportunities from scratch — with SDR and Marketing support, but never dependent on it.
Run the full cycle: discovery, product demos, business case, procurement and legal, close.
Lead high-level negotiations with CFOs and senior finance stakeholders, holding your own on numbers, process and ROI.
Build the financial business case — cost of the current process, time to close the books, margin leakage, committed spend visibility — and defend it in front of the person who signs.
Act as the product reference point for Finance, conveying the value of expenses, procurement, project profitability, headcount planning and salary review to a financial audience.
Articulate the role of AI: explain how ONE actually works inside the product, what it automates and where a human still decides — credibly enough to survive a sceptical CFO.
Use AI in your own sales motion: research, prospecting, call prep, follow-ups, deal analysis. We expect you to make yourself faster with it, and to share what works.
Use consultative selling to diagnose before you pitch: how they budget, where the spend actually gets approved, what their ERP does and doesn't do.
Own contract negotiation end to end, landing agreements that work for both sides.
Track and forecast accurately in HubSpot, our CRM.
Feed insight back to Product and Marketing to sharpen ICP, messaging and roadmap.

Your Profile
ð§1–2 years closing deals, ideally in B2B SaaS. We're also interested in people coming from a finance role or from an AI company — how you sell and what you understand matters more to us than how long you've been doing it.
Full-cycle instinct: experience generating your own pipeline, not only working inbound or handed-over opportunities. You should be able to tell us what percentage of your closed business you originated yourself.
Financial background or fluency: you understand accounting, budgeting, expense management, procurement, treasury or ERP well enough to hold a real conversation with a CFO, not just describe a feature. Whether that comes from having worked in finance or from selling to it, we care that it's real.
Experience talking to finance decision-makers — CFOs, Controllers, Finance Directors — and not intimidated by the room.
Genuinely into AI: you use it daily, you're curious about where it's going, and you have opinions about what it's actually good at. We're an AI-first company building an AI-first product; someone who treats this as a passing trend won't enjoy it here.
Hunter mentality: hungry, persistent, and genuinely motivated by creating opportunities where none existed.
Results-driven: strong commitment to exceeding targets, with a proven track record.
Negotiation

skills:
comfortable in contract negotiation, ensuring mutual benefit for client and company alike.
A strong communicator, able to empathise quickly with people.
Organised and analytical, comfortable managing pipeline and forecasts.
Proactive, with a knack for putting forward new ideas, and full ownership of every activity you undertake.
Native or bilingual Portuguese plus professional English. We're internationalBonus Points Hands-on