B2B Corporate Sales Executive

Job Purpose

The B2B Corporate Sales Executive will be responsible for identifying, developing, and closing high-value business-to-business sales opportunities for enterprise software and financial compliance solutions. The role involves building relationships with corporate organisations, understanding complex business and regulatory requirements, and presenting tailored technology solutions to senior decision-makers.

The successful candidate will manage the full B2B sales cycle, from prospecting and lead generation to needs assessment, product demonstrations, proposal development, negotiations, and contract closure. The role requires strong commercial acumen, executive-level communication skills, and the ability to manage lengthy sales cycles while consistently pursuing revenue targets.

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.
• Support regional business development initiatives in Uganda, Tanzania, Rwanda, and other East African markets as the business expands.
• Develop industry networks and strategic relationships to generate new corporate sales opportunities.
• Provide market intelligence and client feedback to support business growth and sales strategy.
• Demonstrate the potential to mentor future sales representatives and contribute to building and managing a high-performing B2B sales team.
• Ethics and Professional Standards
• Maintain the highest standards of integrity, transparency, confidentiality, and professionalism in all sales activities.
• Ensure all client engagements, negotiations, quotations, and commercial proposals comply with established policies.
• Uphold a zero-tolerance approach to bribery, kickbacks, inflated quotations, misrepresentation, and unethical sales practices.

Requirements

• 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
• B2B Sales Expertise: Strong understanding of corporate sales processes, enterprise account development, lead generation, and business development strategies.
• Executive Engagement: Excellent presentation, negotiation, communication, and relationship-management skills.
• Consultative Selling: Ability to understand complex business needs and recommend appropriate technology solutions.
• Demonstrates strong confidence in pitching, positioning and negotiating high-value commercial solutions, including multimillion-dollar enterprise solutions.
• Sales Pipeline Management: Ability to manage multiple prospects, track opportunities, forecast revenue, and maintain consistent follow-ups.
• Resilience and Persistence: Ability to navigate lengthy sales cycles, procurement processes, regulatory requirements, and competing vendor relationships.
• Technical Aptitude: Willingness and ability to learn complex software functionality, AML terminology, and financial compliance concepts.
• Strategic Account Development: Ability to identify key stakeholders, develop account penetration strategies, and build lasting corporate relationships.
• Integrity and Accountability: Demonstrates ethical conduct, sound judgement, honesty, and responsibility for sales outcomes.
• Leadership Potential: Ability to support future team development and contribute to the growth of the B2B sales function.
• Benefits
• Remuneration and Benefits
• 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.
• Career Growth: Opportunity to progress into a sales leadership position as the business expands across East Africa.
• Working Arrangement
• 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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