Head of Sales – Enterprise Revenue Growth (Individual Contributor)

About the role

This is a frontline, individual‑contributor position driving enterprise revenue growth for a global CX management company across Kenya and East Africa. You will originate, structure and close large, multi‑year, multi‑geo BPO deals ranging from $5M to $20M ACV, establishing the firm as a credible enterprise partner in the region.

Key responsibilities

• Own the full enterprise sales cycle from opportunity identification to contract signing.
• Build a qualified pipeline within the first 30–60 days and close multi‑year deals of $5M–$20M ACV.
• Secure anchor enterprise clients across Kenya and expand the regional market presence.
• Develop a repeatable, scalable go‑to‑market motion and GTM playbooks.
• Travel across East Africa for business development and relationship building.
• Engage and influence C‑suite stakeholders, navigating complex decision‑making structures.
• Negotiate complex commercial and contractual frameworks, including pricing and margin considerations.

Required profile

• Proven track record closing large enterprise deals ($5M‑$20M+ ACV) in BPO, CX, contact‑centre or managed‑services environments.
• Experience structuring multi‑year, multi‑country contracts with intricate commercial terms.
• Deep understanding of the Kenya/Africa BPO market and an established network across key sectors.
• Demonstrated ability to sell AI‑led propositions across industry verticals.
• Strong commercial acumen with expertise in pricing and long‑term value creation.
• Bachelor’s degree in Business, Technology, Engineering, Data Science or related field; MBA or equivalent is advantageous.

Required skills

• Enterprise deal structuring and multi‑year contract negotiation.
• AI‑led solution selling.
• BPO market expertise.
• C‑suite stakeholder engagement.
• Commercial pricing and margin management.