Head of Sales (Enterprise Revenue Growth/Individual Contributor)

About the role

Our client is seeking a high‑calibre enterprise sales professional to drive accelerated growth across Kenya and parts of East Africa. This frontline, individual‑contributor role is designed for a proven enterprise deal closer handling $5M‑$20M+ ACV contracts. The position focuses on execution, speed, and ownership rather than people management.

Key responsibilities

• Own the end‑to‑end enterprise sales cycle, from identifying high‑potential opportunities through to negotiating and closing the deal.
• Originate, structure, and close enterprise contracts with an annual contract value of $5 million to $20 million or more.
• Lead complex deal orchestration across our CX, BPO, AI, and managed‑services offerings to meet client transformation goals.
• Drive revenue growth across Kenya by building a qualified pipeline of large‑scale enterprise prospects.
• Build direct relationships with C‑suite stakeholders and key decision‑makers in target organisations.
• Position the company as a trusted partner for enterprise transformation and digital‑enabled services.
• Develop and execute named‑account strategies for sectors such as telecommunications, banking, government, utilities, and retail.
• Identify and prioritise high‑value opportunities within strategic accounts to maximise win rates.
• Lead high‑value, high‑stakes commercial negotiations, ensuring favourable terms and long‑term value.
• Structure deals to optimise scalability, margin, and long‑term partnership potential.
• Navigate complex stakeholder environments and multi‑country decision‑making structures to secure deal closure.

Required profile

• Proven track record of closing large enterprise deals (ACV $5 million‑$20 million+) within BPO, CX, contact‑centre, or managed‑services environments.
• Demonstrated experience structuring multi‑year, multi‑country contracts with complex commercial and contractual frameworks.
• Strong understanding of the Kenya and broader Africa BPO market, supported by an established network across key industry sectors.
• Extensive experience engaging and influencing C‑suite executives and navigating complex decision‑making structures.
• Proven ability to sell AI‑led solutions across multiple industry sectors.
• Solid commercial acumen with the ability to build, price, and negotiate high‑value deals that deliver long‑term margin.
• Bachelor’s degree in Business, Technology, Engineering, Data Science or a related field; an MBA or equivalent is advantageous.