Background

Zeraki is all about using technology to solve some of the toughest challenges encountered in providing quality education in Africa. Our cutting edge solutions, provide insights that enable informed decision making, provide access to quality instruction and take the stress out of everyday administrative tasks.

Key Responsibilities

Sales & Revenue Leadership (60%)

• Translate the corporate revenue target into manager-level quotas across 9 managers
• Design territories using Average sales price (ASP), CBC whitespace, and Finance cross-sell potential
• Establish milestones and discount guardrails to protect revenue quality
• Personally lead enterprise and B2G opportunities (counties, school chains, donor programs)
• Run weekly forecast governance and maintain ±5% accuracy
• Enforce 4x pipeline coverage and stage discipline
• Conduct structured deal reviews and recovery plans

Commercial Strategy (15%)

• Build the CBC acquisition playbook and seasonal campaigns
• Operationalize Finance cross-sell into the Analytics customer base
• Develop senior school bundling (Analytics + Learning)
• Create partner and B2G frameworks, RFP processes, and revenue-share models
• Align pricing, packaging, and value propositions with Product & CX

Leadership & Capability (15%)

• Establish manager scorecards (revenue, pipeline, ASP, retention)
• Run weekly 1:1 coaching with all 9 managers
• Define promotion pathways
• Drive performance management and attrition control (≤10%)

Operations (10%)

• Drive CRM adoption and data quality
• Improve contract turnaround with Finance/Legal SLAs
• Implement structured Sales → CX handover and churn rescue processes
• Standardize proposal and pricing approval workflows

Competencies Needed – Country Sales Manager

Strategic Commercial Leadership

• Ability to translate corporate strategy into executable GTM plans
• Territory design using market potential and ASP logic
• Balancing growth, margin, and retention

Revenue Execution Excellence

• Mastery of pipeline management and forecasting
• Deal orchestration across complex stakeholder environments
• Pricing discipline and negotiation leadership

Data-Driven Management

• Uses CRM analytics to guide decisions
• Builds dashboards, conversion models, and ASP tracking
• Forecasts with ≤5% variance

Enterprise & B2G Capability

• Navigates county, donor, and institutional procurement processes
• RFP and bid management
• Multi-stakeholder consensus building

People Leadership

• Coaches managers to consistent performance
• Builds a strong accountability culture
• Talent identification and succession planning

Cross-Functional Influence

• Aligns Sales, CX, Product, and Finance teams
• Leads without formal authority
• Converts market feedback into product input

Integrity & Governance

• Ethical selling practices
• Compliance with data protection requirements
• Contract and discount governance

Market Development

• Builds new segments and partnerships
• Channel strategy development
• Strengthens brand positioning within the education sector

Candidate Requirements

Education

• Bachelor’s degree in Business, Marketing, or related field

Experience

• 5+ years B2B sales leadership experience
• Multi-product portfolio selling
• Managing distributed regional teams
• Enterprise and/or B2G sales exposure
• Strong data, analytics, and CRM orientation

• Translate the corporate revenue target into manager-level quotas across 9 managers
• Design territories using Average sales price (ASP), CBC whitespace, and Finance cross-sell potential
• Establish milestones and discount guardrails to protect revenue quality
• Personally lead enterprise and B2G opportunities (counties, school chains, donor programs)
• Run weekly forecast governance and maintain ±5% accuracy
• Enforce 4x pipeline coverage and stage discipline
• Conduct structured deal reviews and recovery plans
• Build the CBC acquisition playbook and seasonal campaigns
• Operationalize Finance cross-sell into the Analytics customer base
• Develop senior school bundling (Analytics + Learning)
• Create partner and B2G frameworks, RFP processes, and revenue-share models
• Align pricing, packaging, and value propositions with Product & CX
• Establish manager scorecards (revenue, pipeline, ASP, retention)
• Run weekly 1:1 coaching with all 9 managers
• Define promotion pathways
• Drive performance management and attrition control (≤10%)
• Drive CRM adoption and data quality
• Improve contract turnaround with Finance/Legal SLAs
• Implement structured Sales → CX handover and churn rescue processes
• Standardize proposal and pricing approval workflows

• Strategic Commercial Leadership
• Revenue Execution Excellence
• Data-Driven Management
• Enterprise & B2G Capability
• People Leadership
• Cross-Functional Influence
• Integrity & Governance
• Market Development

• Bachelor’s degree in Business, Marketing, or related field
• 5+ years B2B sales leadership experience
• Multi-product portfolio selling
• Managing distributed regional teams
• Enterprise and/or B2G sales exposure
• Strong data, analytics, and CRM orientation