Background

Cellulant is a digital payments business. We run an ecosystem of consumers, merchants and banks in which we facilitate payments and build value through the value-added services we layer on top. In building this ecosystem we serve different types of customers with different products, in a range that includes mobile banking products, mobile credit products, US...

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.

• Develop and execute the comprehensive market entry and growth strategy for the proxy business across Zambia.
• Proactively identify new business opportunities, high-growth commercial sectors, and untapped customer segments for our existing service lines.
• Drive the commercial pipeline to consistently meet and exceed revenue targets, client acquisition quotas, and local market share milestones.
• Monitor local market trends, competitor movements, and shifting regulatory developments to adapt our commercial positioning.
• Build, nurture, and maintain high-yield relationships with key enterprise clients, strategic partners, and local stakeholders.
• Lead commercial discussions to negotiate contracts, pricing frameworks, and service level agreements (SLAs) that protect profitability.
• Serve as the primary, high-touch local point of contact and escalation path for major corporate accounts within the country.
• Establish formal partnerships with local businesses, third-party service providers, agents, and relevant regulatory bodies to build local brand credibility.
• Oversee daily local operations to ensure seamless delivery of proxy services, identifying and resolving operational bottlenecks rapidly.
• Collaborate closely with regional leadership and global headquarters to ensure absolute alignment on backend systems, compliance frameworks, and financial 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 and close complex agreements
• Highly self-motivated
• Comfortable working independently with minimal day-to-day oversight
• Excellent data analysis skills
• Excellent presentation skills
• Excellent communication skills

• 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.