Senior Acquisition Manager & Relationship Manager at African Development Solutions (Adeso)

We are seeking an experienced Senior Acquisition & Relationship Manager as part of the Kuja team to drive the company to meet its business sales and retention goals. The role will be responsible for developing and implementing strategies to attract and acquire new customers, as well as retaining existing customers. The role requires a strong understanding of the nonprofit and donor market, competitive landscape, and customer needs – as well as the ability to effectively communicate and negotiate with key stakeholders. This role will manage the Kuja Global Community Manager and Digital Engagement & Marketing Officer and work closely with external Go To Market advisors from different regions.

KEY FUNCTIONAL AREAS OF RESPONSIBILITY

Strategy

• Finalize go to market strategy for scaling Kuja products regionally and globally. Create GTM plans for each individual product or feature in preparation for release.
• Conduct market research and competitive analysis to identify pipeline customers and partners and glean trends and insights that inform sales and acquisition tactics.
• Onboard and manage external Go-To-Market advisors from different global regions and oversee the development of local strategies for Kuja sales and marketing.
• Review user/client feedback and communicate with Kuja product team to ensure continuous improvement to the Kuja products.

Marketing & Sales

• Collaborate with team members to create and implement targeted marketing campaigns across various channels and analyse campaign performance metrics to provide actionable insights to optimize future strategies.
• Execute the Kuja go-to-market strategy and marketing strategy to achieve monthly sales and retention targets for KujaLink and KujaBuild, including but not limited to KujaLink signups, active org profiles, KujaLink retention and churn reduction, KujaBuild demo bookings, and KujaBuild paid subscriptions.
• Develop and execute conversion funnels for all Kuja products.
• Ensure all partner and customer information and sales activities are accurately documented and kept up-to-date in the Kuja CRM.
• Work closely with the KujaBuild Implementation Director to develop proposals for KujaBuild outsourcing services, in response to customer requirements.
• Build and maintain strong customer relationships, from early stages of conducting business meetings and presentations with prospective clients through long-term customer retention.
• Regularly review marketing and sales campaigns and tactics to identify impact and areas of improvement for continuous growth.

Stakeholder Engagement & Relationship Management

• Represent Kuja in industry spaces and to external stakeholders, including by presenting and demoing Kuja products and services at client meetings, industry events, trade shows, and conferences.
• Identify and assess potential partnerships, negotiate and establish new agreements and/or contracts, and monitor partnership success towards Kuja business goals.
• Manage relationships will all Kuja network partners, including through establishing clear metrics for success, conducting regular check-ins and audits of the partnership, and supporting their inquiries.
• Develop and oversee onboarding processes and trainings for partners and resellers on KujaLink and KujaBuild sales strategies, onboarding processes, and retention efforts.
• Establish and implement handover processes between sales and implementing team members.
• Manage relationship with the Adeso communications team to ensure cooperation in marketing efforts and shared brand messaging.
• Support events, demos, and co-branded campaigns with partners to drive Kuja product sales and metrics.

Team Leadership

• Support the Managing Director to set clear and realistic quarterly KPIs and set budgets.
• Participate in weekly leadership team meetings to ensure the Kuja team is maintaining its rigor, upholding team culture, and meeting its goals.
• Represent Kuja cultural values and act as a role-model for behavior and accountability on the Kuja team including through mentorship to more junior team members.

COMPETENCIES, SKILLS, & EXPERIENCE

• Bachelor's degree in Marketing, Sales, Business Administration, or a related field; or equivalent relevant experience.
• Minimum of 8 years of experience in sales and marketing of a technology product, preferably in customer acquisition.
• Experience scaling a product sales pipeline across the African content and/or globally.
• Knowledge of the nonprofit and global development funding sectors.
• Experience working in a global or cross-functional team, preferably in fast-growing start-ups or organizations with complex technical ecosystems.
• Excellent problem-solving and analytical skills, with attention to detail and strong project management skills.
• Experience in people management and mentoring growth on teams.
• Strong communication skills, both verbal and written. English fluency, French fluency is a bonus.
• Experience with CRM tools and marketing automation platforms.
• Familiarity with SEO, PPC, and social media marketing strategies.