Head of Sales job at Pesapal

Description

Pesapal is hiring a Head of Sales responsible for leading the country’s sales strategy, driving revenue growth, expanding market share, and building strong, long-term customer relationships. The ideal candidate brings proven senior sales leadership experience, a strong commercial mindset, and a track record of delivering revenue growth through disciplined execution, effective forecasting, and high-performing sales teams. As a key leader, the position holder will act as a champion for the company’s products, working cross-functionally to support the successful implementation of sales strategies and contribute to the achievement of business goals in the market. The role combines strategic oversight with hands-on leadership of the sales team.

What Success Looks Like at Pesapal

1. Deliver Exceptional Results:

• Sets and consistently achieves high benchmarks for sales outcomes.
• Strategically plans work and executes with accountability and discipline.
• Uses analytic insight to drive performance and decision-making.
• 2. Solve for Our Customers:
• Builds strong client relationships through empathy, consultative insight, and responsiveness.
• Anticipates customer needs and champions solutions that create value.
• Ensures sales and service practices enhance satisfaction and loyalty.
• 3. Together, We Do Great Work:
• Collaborates with cross-functional teams (Marketing, Product, Tech, Finance, Operations).
• Promotes knowledge-sharing, mentorship, and collective success.
• Empowers teams to contribute positively to organizational outcomes.
• 4. Own Our Outcomes:
• Takes ownership of results, decisions, and continuous improvement.
• Seeks and acts on feedback to refine approaches.
• Demonstrates resilience and leads by example.

Key Responsibilities

Strategic Sales Leadership

• Develop and implement the country sales strategy aligned with overall business objectives
• Define the annual and quarterly sales goals, targets, and KPIs for the different products to drive performance.
• Monitor market trends and competitive activities to adapt strategies as necessary.
• Analyse periodic sales data to guide decision- making.
• Conduct periodic performance review of the commercial sector of the country. (Monthly, quarterly and annual).
• Own and manage sales forecasting and pipeline health to ensure accurate revenue projections and planning visibility.

Revenue Generation

• Identify new market opportunities and oversee the development of strategies to acquire new merchants/customers.
• Expand Pesapal’s customer base and ensure strong, long-term relationships with clients.
• Oversee the execution of sales campaigns and initiatives.
• Evaluate the effectiveness of existing sales channels and distribution networks in reaching target customers and driving revenue growth
• Collaborate with marketing to develop targeted marketing campaigns, lead generation initiatives, and sales promotions to engage key customer segments and drive conversion rates
• Ensure effective alignment of sales resources and budgets with revenue targets and growth priorities.

Merchant & Customers Relations Management

• Identify new business opportunities including new markets, growth areas, trends, customers, products and services.
• Represent the company at client meetings, industry events, and conferences to promote products/services and build brand reputation
• Lead negotiations for major contracts, partnerships, and deals, ensuring favourable terms and conditions for the company.
• Maintain oversight of strategic accounts and key partnerships to drive retention and long-term value.

Commercial Team Management

• Recruit, train, and mentor a high-performing sales team.
• Foster a culture of accountability, collaboration, and continuous improvement across all sales sectors, emphasizing teamwork and knowledge sharing.
• Set clear performance metrics and targets for each sector, providing ongoing support and guidance to facilitate goal attainment.
• Regularly review performance of the team, providing constructive feedback and recognizing outstanding achievements to motivate and inspire the sales team
• Drive performance discipline through coaching, clear accountability, and structured performance follow-up across sales

Sales Administration & Support

• Collaborate with the Sales Operations Manager and Heads of sectors to analyze and streamline the sales process, route plans, identify bottlenecks, training gaps and inefficiencies
• Provide oversight and support for sales administration tasks, such as contract management and pricing approvals
• Collaborate with the Sales Operations/Performance & Analytics Managers to evaluate, implement, and optimize sales technology solutions, such as CRM systems, sales automation tools, and analytics platforms
• Collaborate with legal and finance departments to resolve any contractual or administrative issues that may arise during the sales process
• Leading the development and update of Standard Operating Procedures (SOPs) for sales processes in liaison with relevant stakeholders.
• Champion effective use of CRM and sales tools to improve pipeline tracking, conversion management, and forecasting accuracy.

Reporting

• Monitor and report on competitor activities, market trends, and industry developments to anticipate changes and inform sales strategies.
• Conduct regular reviews of sales performance against targets, analyze variances, and identify areas for improvement or adjustment.
• Periodic reports on the sales activities and initiatives for submission to the different stakeholders including the Board of Directors.
• Provide regular and accurate pipeline and sales performance insight to support strategic planning.

Must-Have Job Requirements

• Bachelor’s degree in business administration, Marketing, or a related field, MBA is an added advantage.
• Minimum of 7 years’ experience with at least 3 years experience in senior sales leadership roles
• Proven track record of driving revenue growth and managing high-performance sales teams
• Strong understanding of sales methodologies, market segmentation, and customer acquisition strategies
• Excellent negotiation, relationship-building, and presentation skills
• Strong planning, problem-solving, and time management abilities
• Proficiency in MS Office and CRM systems
• Fluency in written and spoken English

Personal Attributes:

• Excellent leadership, communication, and interpersonal skills.
• Strategic thinker with strong business acumen.
• Organized, goal-oriented, and able to thrive in a growing business environment.

Why Join Us?

• Innovative Environment:Opportunity to work on cutting-edge financial technology products and services
• Professional Growth:Access to opportunities for skill development, training, and career advancement. We believe in investing in our people and helping them reach their full potential.
• Impactful Work:Be part of a passionate team transforming the African financial Landscape.
• Dynamic Work Culture:Be part of a dynamic, fast-paced environment where you experience a myriad of exciting challenges, opportunities, and thrilling adventures.

Equity & Inclusion Statement

Pesapal is committed to fostering a diverse and inclusive work environment where all individuals are valued, respected, and have equal access to opportunities for growth.

We believe that diverse perspectives enhance our creativity, problem-solving abilities, and overall success.

• Develop and implement the country sales strategy aligned with overall business objectives
• Define the annual and quarterly sales goals, targets, and KPIs for the different products to drive performance.
• Monitor market trends and competitive activities to adapt strategies as necessary.
• Analyse periodic sales data to guide decision- making.
• Conduct periodic performance review of the commercial sector of the country. (Monthly, quarterly and annual).
• Own and manage sales forecasting and pipeline health to ensure accurate revenue projections and planning visibility.
• Identify new market opportunities and oversee the development of strategies to acquire new merchants/customers.
• Expand Pesapal’s customer base and ensure strong, long-term relationships with clients.
• Oversee the execution of sales campaigns and initiatives.
• Evaluate the effectiveness of existing sales channels and distribution networks in reaching target customers and driving revenue growth
• Collaborate with marketing to develop targeted marketing campaigns, lead generation initiatives, and sales promotions to engage key customer segments and drive conversion rates
• Ensure effective alignment of sales resources and budgets with revenue targets and growth priorities.
• Identify new business opportunities including new markets, growth areas, trends, customers, products and services.
• Represent the company at client meetings, industry events, and conferences to promote products/services and build brand reputation
• Lead negotiations for major contracts, partnerships, and deals, ensuring favourable terms and conditions for the company.
• Maintain oversight of strategic accounts and key partnerships to drive retention and long-term value.
• Recruit, train, and mentor a high-performing sales team.
• Foster a culture of accountability, collaboration, and continuous improvement across all sales sectors, emphasizing teamwork and knowledge sharing.
• Set clear performance metrics and targets for each sector, providing ongoing support and guidance to facilitate goal attainment.
• Regularly review performance of the team, providing constructive feedback and recognizing outstanding achievements to motivate and inspire the sales team
• Drive performance discipline through coaching, clear accountability, and structured performance follow-up across sales
• Collaborate with the Sales Operations Manager and Heads of sectors to analyze and streamline the sales process, route plans, identify bottlenecks, training gaps and inefficiencies
• Provide oversight and support for sales administration tasks, such as contract management and pricing approvals
• Collaborate with the Sales Operations/Performance & Analytics Managers to evaluate, implement, and optimize sales technology solutions, such as CRM systems, sales automation tools, and analytics platforms
• Collaborate with legal and finance departments to resolve any contractual or administrative issues that may arise during the sales process
• Leading the development and update of Standard Operating Procedures (SOPs) for sales processes in liaison with relevant stakeholders.
• Champion effective use of CRM and sales tools to improve pipeline tracking, conversion management, and forecasting accuracy.
• Monitor and report on competitor activities, market trends, and industry developments to anticipate changes and inform sales strategies.
• Conduct regular reviews of sales performance against targets, analyze variances, and identify areas for improvement or adjustment.
• Periodic reports on the sales activities and initiatives for submission to the different stakeholders including the Board of Directors.
• Provide regular and accurate pipeline and sales performance insight to support strategic planning.

• Strong understanding of sales methodologies, market segmentation, and customer acquisition strategies
• Excellent negotiation, relationship-building, and presentation skills
• Strong planning, problem-solving, and time management abilities
• Proficiency in MS Office and CRM systems
• Fluency in written and spoken English
• Excellent leadership, communication, and interpersonal skills.
• Strategic thinker with strong business acumen.
• Organized, goal-oriented, and able to thrive in a growing business environment.

• Bachelor’s degree in business administration, Marketing, or a related field, MBA is an added advantage.
• Minimum of 7 years’ experience with at least 3 years experience in senior sales leadership roles
• Proven track record of driving revenue growth and managing high-performance sales teams