Role Overview:

As the Senior Sales Manager, you will be the pioneering commercial and operational engine behind our expansion in Kenya. Reporting directly to the Country Manager/SVP this role demands an entrepreneurial, "build-from-scratch" mindset to accelerate market growth and strengthen commercial performance and is the most senior dedicated commercial leader in-market where that structure exists.

You will take total ownership of market penetration strategy identifying new sectors, building high-value corporate partnerships, and negotiating lucrative service agreements. This is a hybrid commercial-operational position; you will simultaneously hunt for new revenue pipelines while coordinating with regional headquarters to ensure local regulatory compliance, smooth service delivery, and flawless operational execution.

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.

What You'll do:

• Market Expansion: Develop and execute the comprehensive market entry and growth strategy for the proxy business across Zambia.
• Pipeline Development: Proactively identify new business opportunities, high-growth commercial sectors, and untapped customer segments for our existing service lines.
• Target Accountability: Drive the commercial pipeline to consistently meet and exceed revenue targets, client acquisition quotas, and local market share milestones.
• Market Intelligence: Monitor local market trends, competitor movements, and shifting regulatory developments to adapt our commercial positioning.
• Relationship Management: Build, nurture, and maintain high-yield relationships with key enterprise clients, strategic partners, and local stakeholders.
• Commercial Negotiation: Lead commercial discussions to negotiate contracts, pricing frameworks, and service level agreements (SLAs) that protect profitability.
• Account Ownership: Serve as the primary, high-touch local point of contact and escalation path for major corporate accounts within the country.
• Ecosystem Building: Establish formal partnerships with local businesses, third-party service providers, agents, and relevant regulatory bodies to build local brand credibility.
• Operational Coordination: Oversee daily local operations to ensure seamless delivery of proxy services, identifying and resolving operational bottlenecks rapidly.
• Cross-Functional Alignment: Collaborate closely with regional leadership and global headquarters to ensure absolute alignment on backend systems, compliance frameworks, and financial reporting.
• Performance Reporting: Prepare and present regular strategic reports tracking sales pipelines, KPIs, regional growth, market insights, and localized risks to the senior executive team.

What we are looking for:

• Bachelor’s degree in Business Administration, Marketing, Economics, Information Technology, or a related field.
• 5+ years of hands-on experience in business development, B2B sales, corporate account management, or market expansion.
• A clear, demonstrable history of driving revenue growth and taking a product or service from entry-level visibility to a scaled market presence.
• A deep, native understanding of the Kenyan corporate ecosystem, local business etiquette, and regulatory landscapes (Kenya-based network preferred).
• A distinct "build-from-scratch" attitude with the resilience required to establish operations in a lean, fast-growing environment.
• Strong commercial acumen with a proven ability to interface with executive-level decision-makers and close complex agreements.
• Highly self-motivated and comfortable working independently with minimal day-to-day oversight, while maintaining reporting discipline.
• Excellent data analysis, presentation, and communication skills to effectively report market realities back to regional stakeholders.

Why this role matters?

Expanding a business across diverse African markets requires navigating localized corporate cultures, unique financial networks, and rapidly evolving regulatory frameworks.

This role matters because you are the definitive face and architect of our brand in Kenya. You aren't just managing an existing portfolio; you are establishing a sustainable market footprint from the ground up. In a fast-growing, dynamic business environment, your ability to unlock local enterprise partnerships, secure market share, and circumvent operational bottlenecks is what transforms strategic intent into real, scalable revenue. Your successes will not only define our trajectory in Kenya but will also set the blueprint for our wider growth strategy across the East African region.

Why Work for Us?

At Cellulant, we are more than a payments company: we are bridge-builders. We believe that by simplifying the way people pay and get paid, we are connecting companies to their ambitions, people to opportunities, and Africa to the global economy. Our work goes beyond payments—it’s about what people, businesses, and communities can do when the movement of money becomes more dependable, seamless, and secure.

Some exciting things about us...

• We have an extensive footprint: We have an office presence in 10 countries, and our products serve 24 countries across Africa, with a global workforce of about 300 employees.
• We believe innovation is at the heart of Fintech: Thousands of market leaders and top enterprises trust our technology to power their payments. Our customers are in various sectors, including financial services, travel and hospitality, telecom, e-commerce, remittance companies, SaaS, and the gig economy.
• We support a diverse and inclusive workforce: We focus on the growth and development of our employees through well-developed, individualised career paths, ensuring you reach your full potential in a supportive and delivery-oriented environment.
• We put our employees first: At Cellulant, your contribution is rewarded competitively. We use clear career levels and role titles, and benchmark our base pay against data and a well-established internal process. Your actual salary will reflect your experience, skills, impact and the scope of the role, as well as our business needs and prevailing market conditions. We also offer generous personal time off, and medical and life insurance benefits (markets permitting).
• We seek collaborative builders: At Cellulant, we believe that great ideas happen when we come together. Therefore, we nurture a collaborative work environment that challenges, engages, and empowers each person to contribute to the growth and success of the business.
• We solve Africa's digital economy: We’re solving payment challenges on the continent to create opportunities and accelerate economic growth for all of Africa.

• Market Expansion: Develop and execute the comprehensive market entry and growth strategy for the proxy business across Zambia.
• Pipeline Development: Proactively identify new business opportunities, high-growth commercial sectors, and untapped customer segments for our existing service lines.
• Target Accountability: Drive the commercial pipeline to consistently meet and exceed revenue targets, client acquisition quotas, and local market share milestones.
• Market Intelligence: Monitor local market trends, competitor movements, and shifting regulatory developments to adapt our commercial positioning.
• Relationship Management: Build, nurture, and maintain high-yield relationships with key enterprise clients, strategic partners, and local stakeholders.
• Commercial Negotiation: Lead commercial discussions to negotiate contracts, pricing frameworks, and service level agreements (SLAs) that protect profitability.
• Account Ownership: Serve as the primary, high-touch local point of contact and escalation path for major corporate accounts within the country.
• Ecosystem Building: Establish formal partnerships with local businesses, third-party service providers, agents, and relevant regulatory bodies to build local brand credibility.
• Operational Coordination: Oversee daily local operations to ensure seamless delivery of proxy services, identifying and resolving operational bottlenecks rapidly.
• Cross-Functional Alignment: Collaborate closely with regional leadership and global headquarters to ensure absolute alignment on backend systems, compliance frameworks, and financial reporting.
• Performance Reporting: Prepare and present regular strategic reports tracking sales pipelines, KPIs, regional growth, market insights, and localized risks to the senior executive team.

• Strong commercial acumen
• Proven ability to interface with executive-level decision-makers
• Ability to close complex agreements
• Excellent data analysis skills
• Excellent presentation skills
• Excellent communication skills
• Native understanding of the Kenyan corporate ecosystem
• Understanding of local business etiquette
• Understanding of regulatory landscapes
• Kenya-based network preferred
• Build-from-scratch attitude
• Resilience
• Self-motivated
• Ability to work independently with minimal oversight
• Reporting discipline

• Bachelor’s degree in Business Administration, Marketing, Economics, Information Technology, or a related field.
• 5+ years of hands-on experience in business development, B2B sales, corporate account management, or market expansion.
• A clear, demonstrable history of driving revenue growth and taking a product or service from entry-level visibility to a scaled market presence.