Sales Team Lead - SME Spain

• Proven experience in B2B sales, ideally in SaaS, fintech, management software, or technological services.

• Initial experience in management, coordination, or supporting a sales team.

• Experience in coaching, call reviews, and monitoring commercial indicators.

• Ability to work with New MRR, conversion, volume, and commercial efficiency objectives.

• Knowledge of the fundamentals of consultative selling: discovery, qualification, demo, objection handling, negotiation, and closing.

• Ability to combine a strategic vision with a strong orientation toward execution.

• Excellent organizational skills and rigor in following up on opportunities.

• Good command of Salesforce or another CRM.

• Ability to analyze data and convert it into operational decisions.

• Very good communication and listening skills.

• Native or bilingual Spanish.

• Professional English, both spoken and written.

• Interest in technology, SaaS products, and the financial challenges of small businesses.

• Builder mentality and a liking for building processes in an environment still under development.

• Ability to work in an international and constantly evolving context.

• Humility, curiosity, energy, and the ability to receive and give feedback.

We do not expect you to meet all the criteria from day one. If you are interested in the position and feel you can contribute to the project, we encourage you to submit your application.

• To speak English (level is assessed and valued depending on the department you apply to)

• To enjoy working in a constantly changing environment

• To make collaboration a priority within your team or with other stakeholders

• To have enough perspective to prioritize the actions with the greatest impact on the business within your daily activities

We know that some people are less likely to apply if they feel they don't meet all the criteria.

If you have any doubts, we encourage you to apply anyway: who knows, it could be the start of a meaningful and lasting collaboration!

Important information for candidates

Recruitment fraud attempts are on the rise. We invite you to remain vigilant during your exchanges.

Apply only through our official channels: apply exclusively through our job postings published on our official media (careers site, official partner pages).

Always verify the sender's email address: our communications are sent from professional addresses with the domains @pennylane.com or @pennylane-partners.com.

We will never ask you for any payment or financial information (bank details, payment for an interview, equipment purchases, etc.) as part of the recruitment process.

If you receive such a request, it is fraud. We invite you to not respond and to report it to us immediately.

By fostering diversity, equity, and inclusion in all its forms, Pennylane offers an inclusive, benevolent work environment conducive to personal development, both in our offices and remotely. We are committed to providing equal opportunities to all our candidates, regardless of their social and ethnic background, gender, religion, sexual orientation, or disability.

• The opportunity to participate in the launch of Pennylane in Spain.

• A role with a direct impact on building a new commercial organization.

• The possibility of working with an innovative SaaS product in the fields of accounting and financial management.

• An international environment with more than 50 nationalities.

• A working model based primarily in the Barcelona office, especially during the launch phase.

• Some remote work flexibility, depending on team needs and company policy.

• Local contract subject to Spanish labor legislation and the applicable collective agreement.

• Private health insurance.

• Possibility of using a coworking budget, depending on company policy.

• Equity participation in Pennylane.

• Opportunities for development and internal mobility.

• A work environment based on autonomy, trust, and collaboration.

Local employment conditions are documented in the Pennylane Spain employee guide.

🎁 What we can offer you:

🌴 You will have 25 days of paid vacation by Pennylane, in addition to 5 additional Rest & Relax days offered by the company.

💰 Flexible compensation: you will be able to access benefits with tax advantages for food, transport, childcare, and professional training through Alan Flex.

🩺 Medical insurance: you will have health insurance from Alan, whose standard plan is fully funded by Pennylane.

📈 You will receive Pennylane stock options, so that you can participate in the success of the company you are helping to build.

🏡 You will have a budget to turn your home into a more comfortable workspace, in addition to a monthly allowance to work from a coworking space whenever you wish.

💻 You will receive latest generation Apple equipment.

🏢 Depending on the team and the requirements of the position, you may work remotely from your country of residence, provided it is located in Europe and within a maximum time difference of two hours from the CET time zone.

🎉 We are committed to meeting regularly at company events, such as Tech Days, which allow remote-working Pennylaners to meet every three months, or our annual seminar. These gatherings create important moments of cohesion for the entire team.

Are you interested in combining team management, B2B SaaS sales, and building a new commercial activity from scratch?

At Pennylane, you will have the opportunity to help small businesses and their accounting advisors better manage their finances, while participating in the launch and development of our Spanish market.

We are looking for someone with solid commercial experience and initial management experience, capable of supporting a team of Account Executives, raising their execution standards, and contributing directly to Pennylane's growth in Spain.

As Team Lead, Account Executive Small Business, you will be responsible for supporting, developing, and growing a sales team dedicated to small businesses.

The Small Business perimeter focuses mainly on companies with between 0 and 5 employees, with a direct sales and conversion approach during the online subscription process. The team also plays an important role in recovering opportunities that abandon or interrupt the contracting process.

Your mission will be twofold:

During the first few months, we expect you to be able to:

• Quickly understand the Spanish market, the product, and the acquisition funnel.

• Build a relationship of trust with the team and establish clear standards.

• Implement a coaching and performance monitoring routine.

• Improve the quality of commercial execution and data reliability.

• Identify the main friction points in the sales process.

• Contribute to defining the Small Business sales playbook for Spain.

• Generate measurable and sustainable commercial results.

• Build a team culture based on collaboration, high standards, and accountability.

• Be very present in the office during the launch phase to build team dynamics and kickstart commercial activity.

1. Ensuring the team reaches its commercial objectives sustainably.

2. Building the methods, processes, and standards that allow the Small Business activity to scale in Spain.

• Support, motivate, and develop Account Executives in their day-to-day work.

• Organize 1:1 sessions, call reviews, coaching sessions, and individual development plans.

• Provide clear, frequent, and actionable feedback.

• Help each team member improve their discovery, argumentation, objection handling, negotiation, and closing skills.

• Create a demanding, collaborative, and learning-oriented work environment.

• Quickly identify individual difficulties and implement concrete action plans.

• Lead by example, maintaining a high level of energy, activity, and collective responsibility.

• Be responsible for the overall performance of the team.

• Track and improve key activity and conversion indicators:

  • Lead response time.

  • Number and quality of commercial conversations.

  • Conversion rate.

  • Number of closes.

  • New MRR generated.

  • Time required to close an opportunity.

  • Churn rate during subscription.

  • Quality and speed of follow-up.

• Analyze results through dashboards and Salesforce.

• Identify the main factors explaining the team's performance.

• Prepare reliable forecasts and share them with Sales managers.

• Transform data into weekly action plans and operational priorities.

• Guarantee the correct application of the Pennylane sales methodology.

• Ensure the team quickly understands the client's needs, their current tools, their problems, and their decision criteria.

• Raise the level of knowledge regarding the product, accounting, and the competitive ecosystem.

• Help Account Executives explain complex concepts simply.

• Develop a consultative sales culture, based on listening and understanding the client's business.

• Ensure every commercial conversation leads to a clear next step.

• Continuously improve the closing process and objection handling.

These expectations are based on the competency framework identified for Small Business Specialists: reactivity, rigor, listening, expertise, and mastery of the commercial process through to closing.

• Adapt and improve the Small Business sales playbook for the Spanish market.

• Identify priority customer profiles, especially among freelancers, micro-businesses, and digital service companies.

• Participate in defining the commercial pitch, use cases, and value messages specific to Spain.

• Create simple, repeatable, and scalable processes.

• Contribute to defining team rituals, follow-up standards, and quality criteria.

• Document learnings and share them with Sales Ops, Marketing, Product, and other stakeholders.

• Propose improvements to the acquisition funnel and the online subscription experience.

• Contribute to turning regulatory changes related to electronic invoicing into a customer acquisition opportunity.

The Spanish market requires, among other elements, a good understanding of local invoicing, VAT, IRPF, NIF, bank connections, freelancer needs, and flows related to VeriFactu.

• Ensure rigorous and consistent use of Salesforce.

• Guarantee the quality of notes, opportunity information, and forecasts.

• Maintain a clear view of the pipeline and commercial priorities.

• Structure the team's days between calls, follow-up, administration, meetings, and training.

• Collaborate closely with Sales Ops to improve dashboards, processes, and data quality.

• Avoid information loss between different teams and funnel stages.

• Create a culture based on individual responsibility and continuous improvement.

• Work cross-functionally with Marketing, Sales Ops, Product, Customer Success, and Finance.

• Transmit customer feedback in a structured and prioritized manner.

• Participate in the continuous improvement of the product and the sales experience.

• Ensure good coordination with the teams involved before and after the sale.

• Represent the voice of the Spanish customer within Pennylane.