Location: Nairobi, Kenya (On-site, Ngong Road)
Reports To: Head of Business
Industry: Software / SaaS / Fintech / Expense Management
About the Employer
Our client is a fast-growing technology company offering a centralized, automated spend-management platform that helps businesses gain real-time visibility and control over expenses. The platform streamlines approvals, enforces financial policies, integrates seamlessly with ERPs, and uses analytics to reduce costs, prevent fraud, and enhance decision-making.
As they expand their footprint across SMEs and mid-market organizations in Africa, we are seeking a high-performing Business Developer with strong experience selling software solutions (SaaS / fintech / B2B platforms) to drive the next phase of growth.
Role Overview
The Business Developer will be responsible for end-to-end B2B sales—from prospecting and qualifying leads to conducting product demos, negotiating contracts, and closing deals. You will focus on selling the spend-management platform to finance teams, founders, and business decision-makers, while maintaining a predictable, healthy pipeline.
This role is ideal for a driven, ambitious individual with a proven background in software sales, consultative selling, and B2B relationship building.
Key Responsibilities
- New Business & Pipeline Generation
- Identify and prospect MSMEs and mid-market companies that would benefit from the solution.
- Generate qualified leads through calls, emails, LinkedIn, events, and partner networks.
- Maintain a strong pipeline aligned with monthly and quarterly sales targets.
- Full Software Sales Cycle
- Conduct discovery calls to understand client workflows, approval processes, and ERP environments.
- Deliver customized product demos to finance leaders and key decision-makers.
- Prepare proposals, handle objections, negotiate pricing, and close deals.
- Ensure smooth handover to Customer Success for onboarding.
- Consultative & Solution Selling
- Map client pain points to relevant platform features.
- Work with Product/Tech teams to scope integrations with ERPs, accounting tools, or banking partners.
- Recommend appropriate modules, add-ons, and usage tiers to maximize client value.
- Upsell & Expansion
- Identify opportunities within existing accounts for additional features, users, or services.
- Collaborate with Customer Success to drive expansion revenue and referrals.
- Reporting & SLA Compliance
- Update CRM with all activities, deal stages, and next steps.
- Share accurate weekly/monthly forecasts.
- Meet turnaround times for proposals, follow-ups, and prospect communication.
- Collaboration & Market Insights
- Support Marketing with targeted campaigns and events.
- Share structured feedback on pricing, feature requests, objections, and competitors.
- Participate in product and GTM review sessions.
Key Performance Indicators (KPIs)
- The final KPIs will be confirmed at onboarding, but will generally include:
- Monthly KES value of closed revenue
- Number of new deals closed per month/quarter
- Demo-to-close conversion rate
- Outreach activity metrics (calls, meetings, demos)
- Upsell/cross-sell conversions within 6–12 months
- SLA compliance (follow-ups, turnaround times)
- Client satisfaction scores at handover
Requirements
Must-Have
- Proven experience selling software products or services (SaaS, fintech, B2B platforms, ERPs).
- Strong track record of meeting/exceeding B2B sales targets.
- Hands-on experience with discovery, qualification, product demos, ROI conversations, and closing.
- Comfortable selling to founders, CFOs, finance managers, and senior executives.
- Excellent communication, proposal writing, and presentation skills.
- Strong pipeline management, organization, and CRM discipline.
- Self-driven, proactive, and comfortable in a fast-paced startup environment.
Nice-to-Have
- Experience selling expense management, ERP, accounting or finance-related software.
- Network within MSMEs, mid-market businesses, or ecosystem players (banks, accountants, ERPs).
Gmail
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