Senior Sales Manager- Kenya at Cellulant Corporation

Role Overview: 

• The Senior Sales Manager is the senior commercial execution leader within the assigned market. The role owns in-country sales strategy delivery, pipeline generation and conversion, key account growth, and achievement of revenue and gross profit targets across Cellulant's product portfolio.
• This is a sales-first role. Unlike the Country Manager, it does not carry P&L ownership, regulatory stewardship, or operational risk leadership. The Senior Sales Manager works closely with the SVP Local Markets and Country Manager to accelerate market growth and strengthen commercial performance, and is the most senior dedicated commercial leader in-market where that structure exists.
• The role may lead a sales team or operate as a senior individual commercial contributor, depending on market size and team structure. Where a Sales Director is in place below this role, this role coordinates and leads their activity.

What You'll do:

Commercial Growth & Sales Execution (approx. 90–95% of time)

• Develop and execute the country sales plan, aligned to the overall market strategy and Group commercial priorities set by the Country Manager and SVP Local Markets.
• Translate revenue targets into actionable sales plans, pipeline requirements, territory allocations, and account growth initiatives.
• Own pipeline development, pipeline quality, and conversion performance across the market.
• Maintain pipeline coverage ratios adequate to hit revenue targets at all times.
• Lead weekly sales pipeline reviews, forecasting sessions, and opportunity management processes.
• Deliver or exceed agreed revenue, transaction volume, and gross profit targets.
• Proactively identify and pursue new business opportunities, customer segments, partnerships, and use cases.
• Lead strategic commercial negotiations and support closure of high-value opportunities.
• Build long-term relationships with strategic customers and ecosystem partners.
• Drive customer retention, satisfaction improvement, and share-of-wallet growth.
• Maintain accurate sales forecasts and provide regular commercial performance updates to the Country Manager and SVP Local Markets.
• Collaborate with Product, Innovation, Marketing, and Customer Success teams to improve commercial outcomes.
• Where a sales team exists: lead, coach, and motivate in-country sales and business development colleagues; drive a high-performance sales culture and execution discipline.

Compliance & Commercial Governance (approx. 5–10% of time)

• Ensure all sales and business development activities comply with local regulations and internal Cellulant policies.
• Work with Compliance and Legal teams to ensure customer onboarding and partnership structures meet regulatory requirements.
• Support AML/CFT, KYC, and data privacy obligations within commercial processes.
• Escalate emerging commercial compliance risks or regulatory concerns to the Country Manager.
• Promote ethical sales conduct and adherence to Cellulant governance standards.
• Ensure commercial team members complete required compliance and policy training.

What we are looking for:

• Bachelor's degree in Business, Marketing, Finance, Economics, Technology, or related field.
• MBA or relevant postgraduate qualification is an advantage.
• Significant progressive experience in enterprise sales, business development, or commercial leadership - depth and track record of delivery matter more than years.
• Strong background in fintech, payments, banking, telecommunications, or digital financial services.
• Proven record of delivering consistent revenue growth and managing large commercial pipelines.
• Demonstrated experience managing strategic customer relationships and enterprise sales cycles.
• Experience leading or coordinating a commercial team; coaching and developing commercial talent.

Skills & Competencies: 

Commercial & Sales Leadership

• Sales Strategy & Execution
• Pipeline & Forecast Management
• Strategic Account Management
• Commercial Acumen & Deal Structuring
• Negotiation & Deal Closure

Leadership & Stakeholder Management

• Team Leadership & Coaching
• Stakeholder Engagement & Influencing
• Cross-Functional Collaboration
• Customer Relationship Management
• Presentation & Communication

Governance & Regulatory Excellence

• Regulated Commercial Environment Awareness
• Compliance & KYC Processes
• Ethical Conduct & Governance Standards