Head of Sales - EdTech Kenya

About the role

A leading African education technology platform, trusted by more than 8,500 schools, is looking for a senior sales leader based in Nairobi to lead its Kenya sales organisation. The role owns the national sales number, builds the commercial engine behind it and develops the leaders who will run it next.

Key responsibilities

• Set Kenya's go-to-market strategy and national sales plan, translating annual targets into regional plans with Marketing, Product, Finance and Account Management
• Drive new-school acquisition, new-business revenue and first-year collections, aiming for at least 100% of sales and collection targets
• Standardise quota-setting, territory allocation, reporting, CRM governance and incentives, and govern Cost of Acquisition and Cost of Retention
• Ensure at least 95% first-year collections and 80% of new schools meet adoption benchmarks before handover to Account Management
• Coach and mentor Regional Managers and Associate Regional Managers, building a succession pipeline
• Run weekly national sales reviews and monthly business reviews, consolidate regional forecasts into a Kenya term forecast and hold recovery plans for off-target regions
• Build a whitespace model of Kenyan schools by county, school type and product, set fair quotas and territories, and challenge budget and headcount requests against expected return
• Design incentive and commission plans that reward revenue collected, adoption and commercial discipline
• Lead national and county-level opportunities, large school networks and strategic partnerships with telecoms, banks and distributors
• Represent the business with education officials and school-owner associations, agree a shared handover standard with Account Management and fix early churn
• Own hiring, onboarding and sales training, standardise reporting and CRM governance, and plan the year with other functions

Required profile

• Bachelor's degree in business, commerce, marketing, education, economics or a related field; an MBA or sales leadership certification is an advantage
• At least 8 years of B2B, business development or sales management experience, including 4 years leading managers in SaaS, fintech, telecoms, banking, FMCG or education
• Proven track record of owning a national or multi-region revenue number, and of building a predictable, measurable sales operation
• Experience developing sales leaders and managing collections at scale without damaging customer relationships
• Fluency with CRM platforms, pipeline analytics and forecasting, and the ability to present to a CEO and Board
• First-hand knowledge of Kenyan schools and the term-end collection cycle; multi-region sales leadership in Kenya is an advantage
• Willingness to travel extensively across Kenya

Applications are submitted through TUME consulting by 9 November 2026; only shortlisted candidates will be contacted.