The Commercial Lead will be responsible for driving revenue growth through the identification, engagement, negotiation, and closure of high-value deals across ABNO’s full product portfolio. This role requires a seasoned business development professional who can manage the complete sales cycle, mentor junior team members, and build long-term strategic relationships with key decision-makers.

Responsibilities

Institutional Sales Execution

• Prospect, qualify, and convert institutional leads across both public and private education sectors.
• Drive the full sales lifecycle: lead generation, qualification, product demonstrations, proposals, negotiations, deal closure, and client onboarding, with a focus on achieving and exceeding monthly revenue targets.
• Participate in procurement processes including tenders, RFQs, and proposal submissions, ensuring compliance and competitiveness.
• Collaborate with Sales Engineers to deliver sector-customized demos and handle technical Q&A.

Sector Engagement

• Build and nurture strategic, long-term relationships with key decision-makers such as Registrars, ICT Directors, Finance Offices, Deans, and school administrators.
• Represent ABNO at industry events including workshops, TVET summits, academic forums, and conferences to enhance brand visibility and generate leads.
• Partner with the other Business Units to identify upsell opportunities and emerging client needs.

Team Leadership & Account Management

• Lead, coach, and support Junior Business Development Executives to ensure effective pipeline development, timely lead follow-ups, and achievement of team KPIs.
• Manage and grow assigned key accounts, ensuring client satisfaction, retention, and identifying opportunities for cross-selling and up-selling.
• Conduct market research to understand customer needs, trends, and competitor offerings, and engage relevant stakeholders within target organizations

Reporting & CRM Discipline

• Maintain accurate and up-to-date CRM records of all client interactions, opportunities, proposals, and deal status.
• Provide timely weekly pipeline reports, client feedback, performance metrics, and monthly sales forecasts to the Business Development Manager.
• Track public funding timelines and support tender documentation preparation.

Strategic Contribution

• Collaborate with marketing teams to design and implement targeted campaigns and promotional activities tailored to education and institutional segments.
• Represent ABNO professionally at networking opportunities to strengthen brand equity and drive lead generation.
• Participate actively in team meetings, strategic planning sessions, and company assemblies, contributing insights and ideas to drive growth.
• Perform any other duties or special assignments delegated by management, demonstrating flexibility and a team-first mindset.

Qualifications

• Bachelor’s degree in business, IT, Education Technology, or related field.
• 4+ years of B2B or institutional sales experience (ERP, EdTech, or SaaS preferred).
• Proven record in long-cycle deal management and closing enterprise accounts.
• Demonstrated ability to prepare, process, and submit tenders in compliance with procurement requirements
• Strong understanding of the education sector, especially public institutions.
• Excellent communication, negotiation and documentation skills.