Enterprise Commercial Lead
2026-02-05T13:28:18+00:00
Synnefa
https://cdn.greatkenyanjobs.com/jsjobsdata/data/employer/comp_8760/logo/SYN.png
https://www.synnefa.io/
FULL_TIME
Nairobi
Nairobi
00100
Kenya
Professional Services
Sales & Retail, Business Operations, Agribusiness, Agricultural Services & Products, Management
2026-02-13T17:00:00+00:00
8
Background information about the job or company (e.g., role context, company overview)
We are a team of passionate minds working together to create lasting solutions to challenges faced by farmers. Working together with farmers; We do this by partnering with farmers to provide them with affordable modern farming solutions to increase efficiency and improve production. We want farmers to do what they love most-farming! and leave all the h...
The Enterprise Commercial Lead is responsible for leading Synnefa’s enterprise and consultative commercial engagements across Smart Solar Dryers, smart greenhouses, and FarmCloud solutions. The role focuses on structuring and managing enterprise deals, building strategic partnerships, and converting opportunities into sustainable commercial agreements.
Working cross-functionally with leadership, operations, finance, and technical teams, the Enterprise Commercial Lead ensures that commercial proposals, contracts, and partnerships are aligned with Synnefa’s delivery capabilities and long-term growth objectives. This role is key to strengthening Synnefa’s enterprise sales execution and enabling scalable, well-governed commercial growth.
Responsibilities or duties
- Own enterprise revenue end-to-end: be accountable for pipeline, proposal, contract, and collections for enterprise, cooperative, and institutional deals.
- Structure and close high-value deals: lead commercial negotiations (pricing, financing, payment schedules, margin guarantees) and sign delivery-ready contracts with gating on operational readiness.
- Design and run the enterprise GTM: prioritise segments, map buyer journeys, and build repeatable playbooks and sales processes for consultative, long-cycle deals.
- Coordinate cross-functional handoffs: ensure Tech, Hardware Production, Field Ops, and Finance sign off on feasibility, BOQ/costing, and collection readiness before the deal is signed.
- Build commercial systems and metrics: establish pipeline hygiene, conversion KPIs, sales cycle stages, and dashboards; drive weekly and monthly commercial cadence.
- Anchor financing and partner commercialisation: negotiate with banks, MFIs, and financiers for end-user financing and manage strategic commercial relationships that enable scale.
- Be the primary commercial voice of the customer: provide structured market feedback into product, pricing, and delivery decisions, and protect margin and go-to-market fit.
Qualifications or requirements (e.g., education, skills)
- Minimum Education Level: Degree (Business, Agribusiness, Engineering, Economics, or similar). MBA or relevant postgraduate qualification preferred but not required.
- Proven track record of closing complex, high-value B2B and B2B2C deals.
- Strong negotiation and commercial structuring skills, including pricing, financing, and contracts.
- Ability to operate with high decisiveness under ambiguity and make trade-offs quickly.
- Experience working closely with technical and operations teams to ensure delivery readiness.
- Strong systems and metrics orientation, with experience building sales processes and dashboards.
- Excellent communication and stakeholder management skills.
- High integrity; does not overpromise and enforces delivery gates.
Experience needed
- 5+ years, with progressive enterprise or commercial leadership experience.
- Exposure to agritech, energy infrastructure, hardware-plus-software sales, or other long-cycle enterprise product sales preferred. Experience in East Africa is highly desirable.
Any other provided details (e.g., benefits, work environment, team info, or additional notes)
- Monthly gross pay of between KES 80,000 and KES 120,000, depending on experience and seniority.
- Performance-based commission linked to enterprise revenue outcomes, with tiered incentives aligned to revenue scale and collections.
- Meal benefit in accordance with company policy.
- Health cover is provided as part of the company benefits package.
* Own enterprise revenue end-to-end: be accountable for pipeline, proposal, contract, and collections for enterprise, cooperative, and institutional deals. * Structure and close high-value deals: lead commercial negotiations (pricing, financing, payment schedules, margin guarantees) and sign delivery-ready contracts with gating on operational readiness. * Design and run the enterprise GTM: prioritise segments, map buyer journeys, and build repeatable playbooks and sales processes for consultative, long-cycle deals. * Coordinate cross-functional handoffs: ensure Tech, Hardware Production, Field Ops, and Finance sign off on feasibility, BOQ/costing, and collection readiness before the deal is signed. * Build commercial systems and metrics: establish pipeline hygiene, conversion KPIs, sales cycle stages, and dashboards; drive weekly and monthly commercial cadence. * Anchor financing and partner commercialisation: negotiate with banks, MFIs, and financiers for end-user financing and manage strategic commercial relationships that enable scale. * Be the primary commercial voice of the customer: provide structured market feedback into product, pricing, and delivery decisions, and protect margin and go-to-market fit.
* Proven track record of closing complex, high-value B2B and B2B2C deals. * Strong negotiation and commercial structuring skills, including pricing, financing, and contracts. * Ability to operate with high decisiveness under ambiguity and make trade-offs quickly. * Experience working closely with technical and operations teams to ensure delivery readiness. * Strong systems and metrics orientation, with experience building sales processes and dashboards. * Excellent communication and stakeholder management skills. * High integrity; does not overpromise and enforces delivery gates.
* Minimum Education Level: Degree (Business, Agribusiness, Engineering, Economics, or similar). MBA or relevant postgraduate qualification preferred but not required. * Exposure to agritech, energy infrastructure, hardware-plus-software sales, or other long-cycle enterprise product sales preferred. Experience in East Africa is highly desirable.
JOB-69849af2aed0d
Vacancy title:
Enterprise Commercial Lead
[Type: FULL_TIME, Industry: Professional Services, Category: Sales & Retail, Business Operations, Agribusiness, Agricultural Services & Products, Management]
Jobs at:
Synnefa
Deadline of this Job:
Friday, February 13 2026
Duty Station:
Nairobi | Nairobi
Summary
Date Posted: Thursday, February 5 2026, Base Salary: Not Disclosed
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JOB DETAILS:
Background information about the job or company (e.g., role context, company overview)
We are a team of passionate minds working together to create lasting solutions to challenges faced by farmers. Working together with farmers; We do this by partnering with farmers to provide them with affordable modern farming solutions to increase efficiency and improve production. We want farmers to do what they love most-farming! and leave all the h...
The Enterprise Commercial Lead is responsible for leading Synnefa’s enterprise and consultative commercial engagements across Smart Solar Dryers, smart greenhouses, and FarmCloud solutions. The role focuses on structuring and managing enterprise deals, building strategic partnerships, and converting opportunities into sustainable commercial agreements.
Working cross-functionally with leadership, operations, finance, and technical teams, the Enterprise Commercial Lead ensures that commercial proposals, contracts, and partnerships are aligned with Synnefa’s delivery capabilities and long-term growth objectives. This role is key to strengthening Synnefa’s enterprise sales execution and enabling scalable, well-governed commercial growth.
Responsibilities or duties
- Own enterprise revenue end-to-end: be accountable for pipeline, proposal, contract, and collections for enterprise, cooperative, and institutional deals.
- Structure and close high-value deals: lead commercial negotiations (pricing, financing, payment schedules, margin guarantees) and sign delivery-ready contracts with gating on operational readiness.
- Design and run the enterprise GTM: prioritise segments, map buyer journeys, and build repeatable playbooks and sales processes for consultative, long-cycle deals.
- Coordinate cross-functional handoffs: ensure Tech, Hardware Production, Field Ops, and Finance sign off on feasibility, BOQ/costing, and collection readiness before the deal is signed.
- Build commercial systems and metrics: establish pipeline hygiene, conversion KPIs, sales cycle stages, and dashboards; drive weekly and monthly commercial cadence.
- Anchor financing and partner commercialisation: negotiate with banks, MFIs, and financiers for end-user financing and manage strategic commercial relationships that enable scale.
- Be the primary commercial voice of the customer: provide structured market feedback into product, pricing, and delivery decisions, and protect margin and go-to-market fit.
Qualifications or requirements (e.g., education, skills)
- Minimum Education Level: Degree (Business, Agribusiness, Engineering, Economics, or similar). MBA or relevant postgraduate qualification preferred but not required.
- Proven track record of closing complex, high-value B2B and B2B2C deals.
- Strong negotiation and commercial structuring skills, including pricing, financing, and contracts.
- Ability to operate with high decisiveness under ambiguity and make trade-offs quickly.
- Experience working closely with technical and operations teams to ensure delivery readiness.
- Strong systems and metrics orientation, with experience building sales processes and dashboards.
- Excellent communication and stakeholder management skills.
- High integrity; does not overpromise and enforces delivery gates.
Experience needed
- 5+ years, with progressive enterprise or commercial leadership experience.
- Exposure to agritech, energy infrastructure, hardware-plus-software sales, or other long-cycle enterprise product sales preferred. Experience in East Africa is highly desirable.
Any other provided details (e.g., benefits, work environment, team info, or additional notes)
- Monthly gross pay of between KES 80,000 and KES 120,000, depending on experience and seniority.
- Performance-based commission linked to enterprise revenue outcomes, with tiered incentives aligned to revenue scale and collections.
- Meal benefit in accordance with company policy.
- Health cover is provided as part of the company benefits package.
Work Hours: 8
Experience in Months: 60
Level of Education: bachelor degree
Job application procedure
Application Link: Click Here to Apply Now
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