Head of Sales

The Head of Sales – Business Software Solutions will lead the strategic sales function of our software offerings. This role involves setting and executing the sales vision, leading the sales team, expanding market share, and ensuring the achievement of revenue and growth targets. The ideal candidate will bring deep experience in the SaaS sector, exceptional leadership ability, and strong industry knowledge, particularly in ERP and CRM platforms.

Responsibilities

• Strategic Sales Leadership: Develop and execute a comprehensive sales strategy aligned with organizational goals, ensuring aggressive growth and market penetration across key verticals (retail, logistics, manufacturing, etc.).
• Team Management: Build, mentor, and manage a high-performing SaaS sales team. Set clear KPIs, monitor performance, and drive a results-oriented culture.
• Business Development & Market Expansion: Identify and pursue new market opportunities. Establish strategic partnerships with local agents, resellers, and industry associations to boost brand visibility and reach.
• Client Engagement & Enterprise Selling: Manage high-value client relationships, lead complex negotiations, and close large-scale B2B deals. Focus on long-term client success, renewals, and upsells.
• Product Positioning & Market Intelligence: Lead competitive market analysis to continuously refine the value proposition of SaaS products. Provide feedback to the product and marketing teams based on client needs and industry shifts.
• CRM & Sales Operations Oversight: Ensure accurate sales forecasting, pipeline management, and reporting using CRM systems. Utilize data to inform decisions and optimize the sales cycle.
• Cross-functional Collaboration: Work closely with the product, marketing, and customer success teams to align messaging, improve user experience, and support post-sale success.

Qualifications

• Bachelor’s degree in Business, Marketing, IT, or a related field. A Master’s degree is a plus.
• 5–7 years of progressive sales experience, including at least 3 years in a senior leadership or director role within the B2B SaaS sector.
• Proven track record of exceeding sales targets, building successful sales teams, and driving SaaS revenue growth.
• Deep knowledge of SaaS platforms including ERP & CRM systems like Zoho, Odoo, Tally, QuickBooks, Taresmart, and others.
• Strong understanding of the Kenyan market and industry verticals such as retail, logistics, and manufacturing.
• Proficiency in sales analytics, CRM tools, Excel, and digital sales platforms.

Personal Attributes

• Strategic thinker with strong execution capability.
• Exceptional leadership and team management skills.
• Confident communicator with excellent presentation and negotiation abilities.
• Professional, proactive, and adaptable to high-pressure environments.
• High integrity and commitment to excellence.