Head of Finance GTM

Our Finance suite — Expenses, Procurement, Projects, Headcount Planning — is one of the fastest-growing parts of Factorial, and we've decided it deserves its own go-to-market engine. We're looking for the founder of that engine.

This is not a role you step into. It's a business you build. You'll own the Finance go-to-market end to end across five markets (ES, FR, PT, IT, DACH): the strategy, the team, the pipeline, the revenue. You'll start close to a blank page — and within your first year, you'll have hired and ramped your own SDRs, Account Executives, and pre-sales consultants, designed the sales motion for each market, and put Finance on a growth trajectory the rest of the company builds around.

You'll sit in the Finance triad alongside the Product Director and Product Marketing Manager — equal voice, shared accountability for the domain's P&L.

What you'll own

Build the operation from zero

• Design the standalone Finance GTM structure: which roles, in which markets, in which order. Then hire them — SDRs, AEs, and pre-sales consultants are yours to recruit, ramp, and lead.

• Define the operating model: territories, quotas, comp plans, qualification criteria, handoffs with the core HR sales org. Decide what Finance runs independently and where it plugs into the existing machine.

• Own the number. Pipeline, conversion, ACV, revenue — you carry the Finance target and answer for it.

  
  

Design the go-to-market strategy — per market

• Five markets, five different buyer realities. Build the playbook for each: ICP, messaging, channel mix, competitive angle against Pleo, Spendesk, Payhawk, Coupa, and the local players in every geography.

• Decide where to attack first. Sequence market entry and investment like a founder allocating scarce capital — because that's what you'll be doing.

• Activate all three revenue streams: New Business, Customer Success and Expansion (turning 13,000 HR customers into Finance customers), and Partners.

Sell from the front

• In the early months, you are the sales team. Run discovery, run demos, close the first deals yourself in every market. Your playbooks will be written from deals you've personally won, not theory.

• Stay in deals even as the team scales — the most strategic opportunities are yours to lead.

Feed the product

• Be the strongest customer voice in the building. Turn what you hear in discovery and lost deals into structured, prioritized product feedback, and shape the Finance roadmap as a peer of the Product Director.

• Bring competitive intelligence in from every market; push positioning and pricing insight out through Product Marketing.

Move the wider organization

• Partner with Marketing to generate qualified Finance pipeline — campaigns, content, events built around the Finance buyer.

• Align Sales, CS, and Partners leadership around the Finance agenda. Most of the company won't report to you; all of it needs to pull in your direction.

What we're looking for

• An entrepreneurial operator. You've built something from scratch — a new business line, a new market, a new team, or your own company. You're energized by ambiguity, you default to action, and you think in terms of P&L, not headcount.

• Sales-driven to the core. You've carried and beaten quota, and you've led teams that did the same. You can open a market personally: prospect, discover, demo, negotiate, close. Selling is not something you delegate on day one — it's how you learn the business.

• A proven builder of teams. You've hired SDRs, AEs, or pre-sales talent before — ideally across countries — and you know what great looks like at each role. You set standards, coach hard, and make people better quarter over quarter.

• A multi-market thinker. You've operated across European markets and understand that what works in Spain won't automatically work in DACH. Fluent English requir