Head of Credit Sales

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:

1. Team Management & Development 

• 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.

1. Operational Excellence & CRM Hygiene

• Process Enforcement: Guarantee 100% team compliance with the HubSpot 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.

1. Commercial Strategy 

• 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.

1. Executive Selling 

• 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 plans 

With integrity. transparency and clarity are the cornerstones of our work. We honor our agreements and take responsibility for our actions. Furthermore, we are aware that we can always improve and we welcome feedback, in order to continue to grow.

We always strive to exceed expectations, ensuring the highest levels of professionalism, and we aim to outperform, taking a data-driven approach.

And finally, we are generous and give first. We support and contribute to our community, seeking the common good above our own interests.

You will report directly to the CEO and work closely with the rest of the teams across Madrid, Barcelona and the rest of Spain. We are a young and dynamic team that’s waiting for you with arms open!

• Have Operational Rigor & CRM Discipline: A "Builder" mindset focused on process and metrics. Proven ability to enforce CRM hygiene, diagnose funnel leaks, and leverage tech-stack efficiency to scale operations.

• Master Leadership & Talent Development: A "Manager-Coach" capable of grooming junior managers into leaders. Skilled at managing diverse sales profiles (Hunters vs. Farmers) and designing tailored incentive structures.

• Have Financial Acumen & Executive Presence: Deep expertise in credit solutions (Factoring, Loans, P&L) with the professional credibility to negotiate directly with mid-market CEOs and CFOs.

• Master Data-Driven Forecasting: Ability to move beyond "gut feeling" by building weighted forecasts based on pipeline probability, velocity, and analytical modeling.

• Have a Bilingual Communication: Full professional fluency in both Spanish and English.

• Full-time work with an open-ended contract

• Hybrid work model: we work 3 days from the office and 2 days from home to improve work-life balance

• Flexible benefits with Cobee: you will be able to include in your paycheck the monthly expenses for food, transportation, daycare and others

• Medical insurance: we offer an optional health insurance through Sanitas, with competitive rates and Novicap subsidizes 30% to guarantee your wellbeing

• Communicate better with your colleagues by signing up for free English or Spanish classes if you need them

• Gym membership with Urban Sports Club, partly subsidized by Novicap (we also have a running club!)

• Incredible and highly motivated co-workers

• You will participate in our company events and get to meet the rest of the team that is spread across Spain

• You will be part of our dynamic and international work environment, with a flat hierarchy and open communication between teams

• Library with plenty of books to choose from. If you can't find anything, let us know and we'll add it to the library.

• Free fruit, coffee and tea in the office. We know it's customary, but we like to take care of you anyway.

Novicap is an equal opportunity employer and does not discriminate on the basis of race, color, national origin, ancestry, citizenship status, religion, physical or mental disability, marital status, sex, sexual orientation, gender identity or expression, age, or any other basis protected by law, ordinance, or regulation. We make every effort to ensure that all candidates are treated fairly and equally.

If you think you don't tick all the boxes, we'd still love to hear from you. Nobody checks every box, and we are looking for someone excited to join the team!