HEAD OF COMMERCIAL (HOC

Our client has spent the last five years developing and growing one of few enterprise software-as-a-service (SaaS) tools built in Africa, for Africa. Over 300 organizations have used it to engage, influence and understand the markets and communities they serve through intelligent and automated SMS, voice, and USSD communications.

We’re looking for a high-energy, entrepreneurial manager for our day-to-day commercial operations, empowering even more organizations to generate even greater value from the platform. This is an opportunity to help take a small but established Kenyan tech startup to the next level of revenue growth, in East Africa and beyond.

Responsibilities

Reporting to the CEO, the HoC is responsible for the management and performance of commercial team, comprising sales, marketing, and Deployment (professional services) professionals. You are empowered to lead and grow the team, to build on existing processes, and to innovate—testing and scaling new paths to recurring revenue growth.

Sales and marketing:

• Manage, develop, and grow and team of Marketing and Sales Leads across East Africa
• Set and lead team achievement of revenue targets for new platform users
• Manage the funnel from branding, to demand and lead generation, and conversion
• Optimize sales processes to reduce costs of acquisition and accelerate revenue growth
• Oversee digital marketing initiatives and analytics to optimize lead generation efforts

Account management:

• Set and lead the achievement of revenue growth targets for existing users
• Collaborate with the Head of Customer Success on qualitative and quantitative user analysis to inform strategies for increasing customer lifetime value and reducing churn
• Create tools to identify and capitalize on upsell and cross-sell opportunities

Professional services:

• Develop specific strategies to market and sell the Deployment services
• Identify partners, and other opportunities to build the Deployment sales pipeline
• Evaluate Deployment’s structure and positioning to align with SaaS growth
• Write proposals to secure Deployment customers and sell Enterprise Premium plans

Growth Reporting and analysis:

• Track, analyze, and report monthly and quarterly on customer usage and revenue trends to both the CEO and Management Team to assess commercial strategies and targets
• Identify and analyse new and existing target market segments and countries for growth

Candidate Profile

You are:

● An ambitious and highly organized team builder and manager
● Strategic, analytical, data-driven, and commercially-minded
● An experimental and user-centered systems thinker who relishes creating and using
   new tools to drive efficiency and inform decision making
● Communicative and committed to building and growing team and client relationships
● Passionate about technology as a tool for organizational (B2B)

You have:

● Bachelor's degree in business, communications, technology or a related field
● 5-10 years of progressive experience with B2B technology or service businesses
● 3-5 years progresive experience managing and growing commercial teams
● Understanding of and experience with SaaS or other recurring revenue businesses
● A record of getting results and hitting leads, sales, and revenue targets
● Skills spanning growth hacking, digital marketing, and sales
● Proven data skills and the ability to design and implement efficient analytical tools
● Kenyan citizenship and a deep understanding of East African markets