Head of Sales (Enterprise Revenue Growth/Individual Contributor)

Our client is a premier, global CX management company with a dominant presence in Africa, India, Europe and the Middle East, and expanding into Northern America. Ranked among the top global CXM leaders in EMEA, we offer a range of data-driven solutions.

 

Role Overview

Our client is seeking a high-calibre enterprise sales professional to drive accelerated growth across Kenya and parts of East Africa, across all industry segments.

 

This is a frontline, individual contributor role designed for a proven enterprise deal closer ($5M - $20M+ ACV) and the ability to structure multi-year, multi-geo BPO deals. You will be responsible for originating, structuring, and closing large, complex deals, building a high-value pipeline from day one, and establishing our client as a credible enterprise partner in the region. This role is about execution, speed, and results - not management.

 

The role requires a strong bias for execution, speed, and ownership. It is not a management position, but rather a revenue-generating role focused on delivering tangible business outcomes and establishing a credible enterprise presence in the region.

  

Job Type: Full Time/Permanent

Location: Nairobi, Kenya

Work Place: Hybrid

Travel: The candidate may be required to travel across East Africa for business development.

  

Requirements

• Must have - proven track record of closing large enterprise deals ($5M-$20M+ ACV) within BPO, CX, contact centre, or managed services environments
• Demonstrated experience structuring multi-year, multi-country deals, including complex commercial and contractual frameworks
• Strong understanding of Kenya/ Africa BPO market, with an established network across key sectors
• Extensive experience engaging and influencing C-suite stakeholders, with the ability to navigate complex decision-making structures
• Extensive experience of selling AI-led propositions across industry sectors
• Solid commercial acumen, with the ability to build, price, and negotiate high-value deals that deliver long-term value and margin
• Bachelor’s degree in Business / Technology, / Engineering / Data Science, or a related field is preferred; MBA or equivalent is advantageous but not essential

  

What Success Looks Like (First 12 Months)

• Success in this role will be measured by the ability to quickly establish traction and deliver meaningful revenue outcomes. This includes:
• Building a qualified enterprise pipeline within 30–60 days
• Closing multi-year deals ranging from $5M–$20M ACV
• Securing anchor enterprise clients across Kenya
• Establishing a strong regional presence and market credibility
• Developing a repeatable and scalable GTM motion

  

Responsibilities

The Head of Sales, Kenya will take full ownership of enterprise revenue generation across the region, managing the entire sales lifecycle while positioning our client as a strategic partner to large organisations.

  

Enterprise Deal Origination & Closure

• Own the end-to-end enterprise sales cycle, from opportunity identification through to deal closure
• Originate, structure, and close $5M- $20M+ ACV enterprise deals
• Lead complex deal orchestration across CX, BPO, AI, and managed services offerings

Strategic Market Penetration

• Drive growth across Kenya
• Build direct relationships with C-suite stakeholders and decision-makers
• Position the organisation as a trusted enterprise transformation partner

Target Account Strategy

• Develop and execute named account strategies across key sectors, including Telecommunications, Banking & Financial Services, Government, Utilities and Retail
• Identify and prioritise high-value opportunities within strategic accounts

Commercial Structuring & Negotiation

• Lead high-value, high-stakes commercial negotiations
• Structure deals to ensure long-term value, scalability, and margin optimisation
• Navigate complex stakeholder environments to drive deal closure

What This Role Is Not

This role is intentionally focused on closing large BPOS deals. It is important to note that it is:

• Not a people management role
• Not focused on account management or client servicing

  

This is a pure enterprise sales role, centred on originating and closing large, strategic deals at pace.