Sales Manager
Kwara, Kenya
Job Description
We are the first player in the market to provide a modern banking backoffice for credit unions as as well as a shared neobanking app for credit union members.
Kwara has grown into the market leader in number of SACCO clients in Kenya through increasingly effective outbound sales, and partnership with several early adopters of our cloud-based core banking system.
We need to grow the SaaS-part of the business to unlock weekly transacting users on our neobank app and double down on the most scalable ways to sustain a month over month growth rate. We can learn from SaaS best practices, but also require someone who has a deep understanding of the market and negotiation process
The mission is to lead and manage the Sales Development Representatives (SDRs) focused on the SMB segment and crack mid-sized sales so the company hits and exceeds annual recurring revenue (ARR) growth targets
The Sales Manager is in charge of ensuring signing of credit unions using the different sales channels, sets targets with the sales reps and ensures they are met, and takes Pamp;L responsibility.
Your Responsibilities
- Sales process has been reviewed and suggestions implemented
- Sales team meetings are revised, CRM is up and running and requirements for qualifying deals communicated
- Sales dashboard is live, with key metrics such as conversion rate, time to close, win/loss rate depicted per sales rep
- Sales effectiveness of sales team is measured monthly and does not go below 10% of targets, with additional 3 sales team members hired
- Partner and referral sales success accounts for 10% of monthly closed deals
- Sales plan to grow by 40% monthly has been written and started
- At least 80% of existing sales team hits 30% of quarterly targets
- Target and data-driven approachStrong communication skills
- Gravitas, knows how sales works
- Strong commercial mindset
- Well versed with sales tools, CRM and setting up processes
- Experience with credit union sector
Requirements
What we expect
- We are looking for someone who has build and led sales teams, and has done so outperforming sales targets.
- We don't need someone from the same industry or sector, but it does need to be someone who can apply sales principles to our context and team.
- Has build and led successful sales teams of more than 10 people, ideally in the B2B SaaS space
- Understands the SMB sales process and has outperformed sales quota consistently with his/her team
- Sales reps who exceeded their annual quota would rate him/her as being excellent or above average
- Must not be afraid to make hard decisions, e.g. on non-performance of sales team members
Benefits
What there is for you
HQ and Remote Work
Kwara HQ is in Nairobi, Kenya. Remote team members will have the opportunity to visit our beautiful city regularly. We work (hybrid) both in-person and remotely.
Culture amp; Values
Kwara has a culture that emphasizes sustainable processes, open communication, and work-life balance. We value diversity and believe that a broad range of experiences makes us stronger. This is especially important including diverse racial backgrounds and members of the LGBTQ+ community.
Our Investors
Kwara is a well-funded venture-backed startup by Softbank, Finparx, Google, Norrsken, FINCA Ventures, Catalyst Fund and Kepple.
Care for the Kwaran!
We care deeply about Kwaran's experience and aim to provide tools and systems that Sales Reps will rave about. The team has collectively had a great deal of experience building fintech and developer-facing products in Africa and other emerging markets.