Commercial Lead - Institutional Sales

About the role

ABNO Softwares International is hiring a Commercial Lead in Nairobi to drive revenue growth by identifying, engaging, negotiating and closing high-value deals across its full product portfolio. The role covers the complete sales cycle, mentoring junior team members and building long-term relationships with key decision-makers.

Key responsibilities

• Prospect, qualify and convert institutional leads in public and private education, and drive the full sales lifecycle from lead generation to client onboarding while meeting monthly revenue targets.
• Take part in procurement processes such as tenders, RFQs and proposal submissions, ensuring compliance and competitiveness.
• Work with Sales Engineers to deliver sector-customized demos and answer technical questions.
• Build long-term relationships with Registrars, ICT Directors, Finance Offices, Deans and school administrators, and represent ABNO at industry events such as workshops, TVET summits and academic forums.
• Partner with the Corelink BDM to identify upsell opportunities and emerging client needs.
• Lead and coach Junior Business Development Executives, manage key accounts and grow them, and conduct market research on customer needs, trends and competitors.
• Maintain accurate CRM records and provide weekly pipeline reports, client feedback, performance metrics and monthly sales forecasts to the Business Development Manager.
• Track public funding timelines, support tender documentation, collaborate with marketing on targeted campaigns, and take part in team meetings and strategic planning.

Required profile

• Bachelor's degree in Business, IT, Education Technology or a related field.
• 3+ 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.

Required skills

• Excellent communication, negotiation and documentation skills.
• Tender and proposal writing.
• CRM discipline and reporting.