Sales Executive

Role Overview

This is a full-cycle B2B sales role with Indepth Research Institute (IRES), an organisation that provides specialised training and consulting services to public, private, and non-profit clients. You will spend your time prospecting for new opportunities, understanding each client’s operational pain points, and building tailored proposals that lead to closed contracts. Your work matters because it directly expands IRES’s client base and ensures its capacity-building solutions reach organisations that need them across East Africa and beyond.

Key Responsibilities

• Generate a steady pipeline of new business through outbound prospecting using phone calls, email outreach, social media engagement, industry events, and referrals.
• Qualify incoming and self-sourced leads by carrying out structured needs assessments that uncover client objectives, budget limitations, and internal approval processes.
• Map IRES training and consulting offerings to each client’s strategic goals, tailoring programme recommendations to address specific skill gaps or institutional challenges.
• Cultivate long-term relationships with C-level executives, procurement officers, project managers, and other individuals who influence purchasing decisions.
• Manage larger opportunities in the corporate and government sphere, including responding to RFPs, preparing bid documents, navigating vendor registration, and coordinating with procurement teams.
• Negotiate pricing and commercial conditions, then steer deals through internal approval, legal review, and final contract signing.
• Keep CRM records up to date, maintain accurate sales forecasts, and track competitor activity, market regulations, and emerging industry trends.
• Use IRES’s partnerships and institutional reputation to secure introductions and unlock doors to key decision-makers.

Requirements & Qualifications

• A bachelor’s degree in Business, Marketing, Finance, Economics, Statistics, Accounting, or a related discipline.
• At least two years of practical experience in B2B full-cycle sales, consultative selling, or account closing.
• Hands-on proficiency with CRM platforms such as HubSpot or Salesforce.
• Familiarity with data analytics concepts and the ability to use data to support business recommendations.
• Excellent diagnostic questioning skills, with the confidence to challenge assumptions and uncover real client needs.
• Strong negotiation, presentation, and verbal and written communication abilities.
• A recognised sales certification would be an added advantage.

What We Offer / Why Join

This opportunity comes with a monthly salary of KSh 35,000. The role is based at IRES’s offices on Tala Road, Runda, Nairobi, and offers exposure to complex, multi-sector procurement processes while building relationships with senior decision-makers across a variety of industries.