Complex Software Solutions Based on Business Needs Rather Than Relying Solely on Product Features.

Key responsibilities

• B2B Sales and Business Development.
• Identify, prospect, and acquire corporate clients through strategic B2B sales initiatives, networking, referrals, industry events, and direct outreach.
• Develop new business opportunities among banks, insurance companies, SACCOs, digital lenders, capital markets firms, fund managers, real estate companies, and other relevant corporate institutions.
• Build and maintain a robust pipeline of qualified B2B leads, initially focusing on corporate headquarters in Nairobi.
• Develop and execute account-based sales strategies to penetrate target organisations and secure high-value contracts.
• Identify client business challenges and recommend suitable enterprise software and AML compliance solutions.
• Achieve agreed sales targets, revenue objectives, and new-client acquisition goals.
• Corporate Account Management and Executive Engagement.
• Build and maintain relationships with Compliance Officers, Risk Managers, IT Directors, Heads of Departments, procurement teams, C-suite executives, and board members.
• Engage multiple stakeholders within client organisations to understand decision-making processes and facilitate successful deal closure.
• Deliver professional sales presentations, product demonstrations, and commercial proposals tailored to corporate client needs.
• Communicate the business value, operational benefits, regulatory relevance, and return on investment of solutions.
• Maintain long-term relationships with prospects and existing clients to support repeat business, referrals, and account growth.
• Enterprise Software and AML Solutions Sales.
• Drive B2B sales of Anti-Money Laundering (AML) and financial compliance software solutions, including:.
• Sanctions Screening.
• Know Your Customer (KYC) and Customer Due Diligence (CDD).
• Transaction Monitoring.
• Understand corporate clients’ operational requirements, regulatory obligations, financial crime risks, and compliance challenges.
• Work closely with technical teams to deliver product demonstrations, address technical queries, and develop appropriate solution proposals.
• Position complex software solutions based on business needs rather than relying solely on product features.
• Stay informed about enterprise technology trends, regulatory developments, and competing solutions.
• Sales Pipeline and Contract Management.
• Manage complex B2B sales cycles, which may range from two months to over a year.
• Coordinate client engagement throughout needs assessment, technical evaluation, procurement, regulatory review, negotiations, and contract approval.
• Maintain accurate CRM records, sales forecasts, pipeline reports, and client engagement updates.
• Follow up consistently with prospects to maintain momentum and improve conversion rates.
• Monitor market developments and identify opportunities to expand the corporate client portfolio.
• Regional Business Development and Sales Leadership.
• Conduct regular field-based sales meetings and client visits across Nairobi.

Candidate requirements

• Build and maintain a robust pipeline of qualified B2B leads, initially focusing on corporate headquarters in Nairobi.
• Qualifications and Experience.
• A minimum of 4 years’ experience in B2B corporate sales, enterprise sales, or complex business solution selling.
• A proven track record of developing corporate accounts, generating qualified business leads, negotiating commercial agreements, and closing high-value B2B deals.
• Experience selling enterprise software, core banking systems, audit software, cybersecurity solutions, security systems, or other complex technology solutions is highly desirable.
• Previous experience selling to banks, insurance companies, SACCOs, digital lenders, or other regulated financial institutions is a strong advantage.
• A bachelor’s degree in Business Administration, Sales and Marketing, Information Technology, Finance, or a related field is an added advantage but not mandatory for candidates with demonstrable sales success.
• Knowledge of AML, KYC/CDD, financial crime prevention, regulatory compliance, or financial risk management is an advantage.
• Required Skills and Competencies.
• Salary: depending on experience and suitability.
• Commission: Performance-based commission of 2%–5% on qualifying sales achieved above the established minimum performance threshold, subject to the applicable commission structure.
• The role operates from 8:00am to 5:00pm, Monday to Friday and Saturday from 9.00am to 1.00pm. More than 80% of working time is expected to involve field-based B2B sales activities, including corporate client meetings, prospect visits, product presentations, and business development engagements across Nairobi. Regional travel may be required as the business expands.
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Required skills