Head of Sales

Role Overview

The Head of Sales takes full ownership of the company’s commercial engine, defining and executing the strategy that drives revenue growth across all merchant segments—from high-volume SMEs to complex enterprise accounts. Day to day, this means leading a combined team of sales hunters and relationship managers, personally overseeing the largest partner deals, and using data to continuously refine how the business acquires, retains, and expands its merchant base. This role is central to the company’s goal of becoming the go‑to payments partner in every market it serves.

Key Responsibilities

• Design and own the global revenue strategy, balancing aggressive new‑business acquisition with systematic portfolio growth through upsells, cross‑sells, and volume expansion.
• Lead complex enterprise sales cycles — including RFPs, pricing negotiations, and contract structuring — while also building repeatable processes for mid‑market and SME acquisition.
• Build and implement a tiered account management framework: segment merchants by strategic value, assign appropriate engagement models, and conduct regular business reviews that uncover growth opportunities.
• Drive net revenue retention by equipping the relationship management team with clear account plans, proactive churn indicators, and expansion targets for existing merchants.
• Act as executive sponsor for the company’s top merchants and partners, building C‑suite relationships that ensure long‑term loyalty and early visibility into evolving needs.
• Collaborate with Product, Marketing, Risk, and Operations to align commercial priorities with product roadmaps, demand generation campaigns, and compliance requirements.
• Manage the full commercial funnel using CRM and analytics tools — tracking pipeline health, win rates, activation speed, retention rates, and lifetime value to continuously improve go‑to‑market tactics.
• Lead market entry initiatives for new regions, adapting acquisition and account management approaches to local regulatory environments, payment preferences, and cultural dynamics.

Requirements & Qualifications

• Experience: At least seven years in a commercial leadership role within payments, fintech, or financial services, with direct responsibility for both new business sales and relationship/account management teams.
• Industry knowledge: Deep understanding of payment ecosystems — including card acquiring, issuing, gateway orchestration, mobile money networks, and alternative payment methods — along with the key players and competitive dynamics in each segment.
• Commercial acumen: Proven track record of structuring multi‑tiered pricing, negotiating complex enterprise contracts, and consistently improving net revenue retention and customer lifetime value.
• Leadership style: Hands‑on leader who can coach teams on both hunting and farming disciplines, set rigorous KPIs, and foster a high‑performance culture built on accountability and continuous improvement.
• Relationship skills: Exceptional ability to build trust and influence at the executive level, both internally across departments and externally with merchant CFOs, CEOs, and partnership decision‑makers.
• Data orientation: Comfortable using CRM data, revenue dashboards, and cohort analyses to diagnose pipeline bottlenecks, identify churn risks, and make evidence‑driven commercial decisions.
• Integrity and compliance mindset: Experience operating in regulated environments and a commitment to maintaining the highest standards of governance and risk management.

What We Offer / Why Join

A competitive compensation package designed to attract top commercial leadership talent in the payments space. You will have the autonomy to shape the revenue function as the company expands into new geographies and merchant segments, with direct impact on the organisation’s strategic direction and growth trajectory.