About Pesapal

Pesapal is the leading payment services company with local know-how in building payments and business tools for Africa. Since 2009, Pesapal has empowered tens of thousands of African businesses and entrepreneurs to collect payments online and in person via mobile phones, cards, and bank transfers, backed by popular digital tools for ticketing, reservations, reporting, inventory, merchant credit, and APIs.

We support growth for everyday businesses across Africa, providing a secure, convenient, and effortless tech-enabled infrastructure tailored to enable them to thrive and deliver seamless payment experiences for their consumers. We are on track to connect a million African businesses to digital payments, e-commerce, and the global financial system by 2030.

Job Summary

The Head of Sales is a full-time, on-site role based in Dar es Salaam. This role is responsible for leading the country's sales strategy, driving revenue growth, expanding market share, and building strong, long-term customer relationships. The ideal candidate brings proven senior sales leadership experience, a strong commercial mindset, and a track record of delivering revenue growth through disciplined execution, effective forecasting, and high-performing sales teams.

What Success Looks Like at Pesapal

1. Deliver Exceptional Results:

• Sets and consistently achieves high benchmarks for sales outcomes.
• Strategically plans work and executes with accountability and discipline.
• Uses analytic insight to drive performance and decision-making.

2. Solve for Our Customers:

• Builds strong client relationships through empathy, consultative insight, and responsiveness.
• Anticipates customer needs and champions solutions that create value.
• Ensures sales and service practices enhance satisfaction and loyalty.

3. Together, We Do Great Work:

• Collaborates with cross-functional teams (Marketing, Product, Tech, Finance, Operations).
• Promotes knowledge-sharing, mentorship, and collective success.
• Empowers teams to contribute positively to organizational outcomes.

4. Own Our Outcomes:

• Takes ownership of results, decisions, and continuous improvement.
• Seeks and acts on feedback to refine approaches.
• Demonstrates resilience and leads by example.

Key Responsibilities

Strategic Sales Leadership

• Develop and implement the country sales strategy aligned with overall business objectives
• Define the annual and quarterly sales goals, targets, and KPIs for the different products to drive performance.
• Monitor market trends and competitive activities to adapt strategies as necessary.
• Analyze periodic sales data to guide decision- making.
• Conduct periodic performance review of the commercial sector of the country. (Monthly, quarterly and annual).
• Own and manage sales forecasting and pipeline health to ensure accurate revenue projections and planning visibility.

Revenue Generation

• Identify new market opportunities and oversee the development of strategies to capitalize on them.
• Expand Pesapals customer base and ensure strong, long-term relationships with clients.
• Oversee the execution of sales campaigns and initiatives.
• Evaluate the effectiveness of existing sales channels and distribution networks in reaching target customers and driving revenue growth
• Collaborate with marketing to develop targeted marketing campaigns, lead generation initiatives, and sales promotions to engage key customer segments and drive conversion rates
• Ensure effective alignment of sales resources and budgets with revenue targets and growth priorities.

Client Relations Management

• Identify new business opportunities including new markets, growth areas, trends, customers, products and services.
• Represent the company at client meetings, industry events, and conferences to promote products/services and build brand reputation
• Lead negotiations for major contracts, partnerships, and deals, ensuring favorable terms and conditions for the company.
• Maintain oversight of strategic accounts and key partnerships to drive retention and long-term value.

Staff Management

• Recruit, train, and mentor a high-performing sales team.
• Foster a culture of accountability, collaboration, and continuous improvement across all sales sectors, emphasizing teamwork and knowledge sharing.
• Set clear performance metrics and targets for each sector, providing ongoing support and guidance to facilitate goal attainment.
• Regularly review performance of the team, providing constructive feedback and recognizing outstanding achievements to motivate and inspire the sales team
• Drive performance discipline through coaching, clear accountability, and structured performance follow-up across sales

Sales Administration & Support

• Collaborate with the Sales Operations Manager and Heads of sectors to analyze and streamline the sales process, route plans, identify bottlenecks, training gaps and inefficiencies
• Provide oversight and support for sales administration tasks, such as contract management and pricing approvals
• Collaborate with the Sales Operations/Performance & Analytics Managers to evaluate, implement, and optimize sales technology solutions, such as CRM systems, sales automation tools, and analytics platforms
• Collaborate with legal and finance departments to resolve any contractual or administrative issues that may arise during the sales process
• Leading the development and update of Standard Operating Procedures (SOPs) for sales processes in liaison with relevant stakeholders.
• Champion effective use of CRM and sales tools to improve pipeline tracking, conversion management, and forecasting accuracy.

Reporting

• Monitor and report on competitor activities, market trends, and industry developments to anticipate changes and inform sales strategies.
• Conduct regular reviews of sales performance against targets, analyze variances, and identify areas for improvement or adjustment.
• Periodic reports on the sales activities and initiatives for submission to the different stakeholders including the Board of Directors.
• Provide regular and accurate pipeline and sales performance insight to support strategic planning.

Must-Have Job Requirements

• Bachelors degree in Business Administration, Marketing, or a related field
• Minimum of 7 years experience with at least 3 years experience in senior sales leadership roles
• Proven track record of driving revenue growth and managing high-performance sales teams
• Strong understanding of sales methodologies, market segmentation, and customer acquisition strategies
• Excellent negotiation, relationship-building, and presentation skills
• Strong planning, problem-solving, and time management abilities
• Proficiency in MS Office and CRM systems
• Fluency in written and spoken English and Kiswahili

Personal Attributes:

• Excellent leadership, communication, and interpersonal skills.
• Strategic thinker with strong business acumen.
• Organized, goal-oriented, and able to thrive in a growing business environment.

Why Join Us?

Innovative Environment: Opportunity to work on cutting-edge financial technology products and services

Professional Growth: Access to opportunities for skill development, training, and career advancement. We believe in investing in our people and helping them reach their full potential.

Impactful Work: Be part of a passionate team transforming the African financial Landscape.

Dynamic Work Culture: Be part of a dynamic, fast-paced environment where you experience a myriad of exciting challenges, opportunities, and thrilling adventures.

Equity & Inclusion Statement

Pesapal is committed to fostering a diverse and inclusive work environment where all individuals are valued, respected, and have equal access to opportunities for growth.

We believe that diverse perspectives enhance our creativity, problem-solving abilities, and overall success.