Background

Our client has a technology enabled platform transforming how trucking and logistics companies manage expenses and services across Africa. Through a single platform, they enable transporters to manage and control fuel, border clearance, toll payments, driver disbursements, GPS tracking, fuel monitoring and other fleet related expenses. The Group operates across multiple African markets and is building an integrated technology, payments and service delivery ecosystem for the cross-border trucking industry.

Role Purpose

The Head of Sales will manage the existing 5 African markets and the expansion plans for 12 countries. The role will include leading the entire sales team, data-driven, relationship-oriented, digital marketing-based Sales Management to lead commercial growth across African markets. This role goes beyond traditional selling into digital selling. Clients will include large fleet owners, manufacturing companies, other aggregators etc — you will be the voice of the customer working closely with the CEO and other management members to shape the product build, client satisfaction tools etc using deal data and client feedback to sharpen our go-to-market strategy and directly shape our technology platform's roadmap. The platform is a core differentiator and the partnership network across last mile providers a key strength (fuelling companies, governments and banks). You will be responsible for positioning it as the competitive edge that wins and retains business.

Key Responsibilities

Sales & Revenue Growth

• Own the full sales cycle via existing tailor-made and work class CRM tool for products across assigned African markets — prospecting, pitching, negotiating, and closing
• Position and sell technology platform as a primary value driver, not just a feature add-on
• Build and manage a healthy pipeline, with accurate forecasting and CRM hygiene
• Spend time and learn about the platform, its features and data insights we can provide to clients. Sell confidently based on our platform and data as a competitive edge. Have a high learning rigor on our tech platform capabilities

Data & Analytics Discipline

• Track and report on pipeline health, conversion rates, deal velocity, and win/loss ratios
• Maintain rigorous, structured records of deal outcomes — especially reasons for deal loss — and translate these into actionable insight
• Use data to identify patterns in client objections, competitor positioning, and pricing sensitivity across markets and sell hard and sharp based on our platform capability and Data Insights we can provide to clients

Client Insight & Feedback Loop

• Stay closely connected to active clients to surface pain points, usage issues, and unmet needs in real time from CRM platform
• Systematically capture client feedback and channel it to product/engineering teams to influence platform feature development
• Act as an internal advocate for the client, ensuring the product roadmap reflects real market needs
• Run an agile tracker on client complaints and proactively work with Platform product to address and go back constantly to update the client

Market & Competitive Intelligence

• Monitor the competitive landscape across African markets and identify where the platform can be strengthened to maintain an edge
• Provide market-specific insights (regulatory, cultural, economic) that inform sales strategy and product localization
• Provide competitor insights, of what other companies are trying to sell to our clients
• Lead the sales strategy in close collaboration with the CEO

Qualifications and Experience

Essential:

• Minimum 3-4+ years of B2B digital sales or fintech experience, ideally in products and platforms-based e-commerce
• Minimum a Bachelor's degree in marketing, business administration or similar
• Proven experience selling into or understanding of African markets, with strong understanding of regional business dynamics and competitors – Fintech/logistics industry experience preferred.
• Comfort working with CRM tools and sales analytics platforms
• A genuinely analytical mindset — comfortable digging into deal data, not just closing and moving on
• Strong negotiation and communication skills, with the ability to translate technical platform capabilities into clear client value
• Experience working cross-functionally with product or engineering teams
• Self-starter, comfortable with some ambiguity and regional travel between UAE and African countries
• Right rigor and attitude. Business mindset with a digital thought process

Nice to Have

• Experience in fintech product selling or transportation logistics sales is highly preferred.
• Multilingual capability relevant to target markets (e.g., French, Swahili, Portuguese, Afrikaans)

What Success Looks Like

• Consistent pipeline growth and quota attainment across assigned markets, high % of deal wins
• High NPS scores from the clients
• Clear count of client feedback shaping product decisions and trace back to client satisfaction
• CRM entries on client feedback on platform, our product - positioning the platform as a recognized competitive differentiator in sales conversations and gaining an upper hand in sales compared to the competitors

• Own the full sales cycle via existing tailor-made and work class CRM tool for products across assigned African markets — prospecting, pitching, negotiating, and closing
• Position and sell technology platform as a primary value driver, not just a feature add-on
• Build and manage a healthy pipeline, with accurate forecasting and CRM hygiene
• Spend time and learn about the platform, its features and data insights we can provide to clients. Sell confidently based on our platform and data as a competitive edge. Have a high learning rigor on our tech platform capabilities
• Track and report on pipeline health, conversion rates, deal velocity, and win/loss ratios
• Maintain rigorous, structured records of deal outcomes — especially reasons for deal loss — and translate these into actionable insight
• Use data to identify patterns in client objections, competitor positioning, and pricing sensitivity across markets and sell hard and sharp based on our platform capability and Data Insights we can provide to clients
• Stay closely connected to active clients to surface pain points, usage issues, and unmet needs in real time from CRM platform
• Systematically capture client feedback and channel it to product/engineering teams to influence platform feature development
• Act as an internal advocate for the client, ensuring the product roadmap reflects real market needs
• Run an agile tracker on client complaints and proactively work with Platform product to address and go back constantly to update the client
• Monitor the competitive landscape across African markets and identify where the platform can be strengthened to maintain an edge
• Provide market-specific insights (regulatory, cultural, economic) that inform sales strategy and product localization
• Provide competitor insights, of what other companies are trying to sell to our clients
• Lead the sales strategy in close collaboration with the CEO

• B2B digital sales
• Fintech experience
• Products and platforms-based e-commerce
• Selling into or understanding of African markets
• Regional business dynamics
• Competitor understanding
• CRM tools
• Sales analytics platforms
• Analytical mindset
• Negotiation skills
• Communication skills
• Translating technical platform capabilities into clear client value
• Cross-functional collaboration with product or engineering teams
• Self-starter
• Comfort with ambiguity
• Regional travel
• Business mindset
• Digital thought process
• Fintech product selling
• Transportation logistics sales
• Multilingual capability

• Minimum 3-4+ years of B2B digital sales or fintech experience, ideally in products and platforms-based e-commerce
• Minimum a Bachelor's degree in marketing, business administration or similar
• Proven experience selling into or understanding of African markets, with strong understanding of regional business dynamics and competitors – Fintech/logistics industry experience preferred.
• Comfort working with CRM tools and sales analytics platforms
• A genuinely analytical mindset — comfortable digging into deal data, not just closing and moving on
• Strong negotiation and communication skills, with the ability to translate technical platform capabilities into clear client value
• Experience working cross-functionally with product or engineering teams
• Self-starter, comfortable with some ambiguity and regional travel between UAE and African countries
• Right rigor and attitude. Business mindset with a digital thought process
• Experience in fintech product selling or transportation logistics sales is highly preferred.
• Multilingual capability relevant to target markets (e.g., French, Swahili, Portuguese, Afrikaans)