Business Developer - Software Sales at People FOCO

Location: Nairobi, Kenya (On-site, Ngong Road)
Reports To: Head of Business
Industry: Software / SaaS / Fintech / Expense Management

About the Employer

Our client is a fast-growing technology company offering a centralized, automated spend-management platform that helps businesses gain real-time visibility and control over expenses. The platform streamlines approvals, enforces financial policies, integrates seamlessly with ERPs, and uses analytics to reduce costs, prevent fraud, and enhance decision-making.

As they expand their footprint across SMEs and mid-market organizations in Africa, we are seeking a high-performing Business Developer with strong experience selling software solutions (SaaS / fintech / B2B platforms) to drive the next phase of growth.

Role Overview

The Business Developer will be responsible for end-to-end B2B sales—from prospecting and qualifying leads to conducting product demos, negotiating contracts, and closing deals. You will focus on selling the spend-management platform to finance teams, founders, and business decision-makers, while maintaining a predictable, healthy pipeline.

This role is ideal for a driven, ambitious individual with a proven background in software sales, consultative selling, and B2B relationship building.

Key Responsibilities


New Business & Pipeline Generation


Identify and prospect MSMEs and mid-market companies that would benefit from the solution.
Generate qualified leads through calls, emails, LinkedIn, events, and partner networks.
Maintain a strong pipeline aligned with monthly and quarterly sales targets.


Full Software Sales Cycle

Conduct discovery calls to understand client workflows, approval processes, and ERP environments.
Deliver customized product demos to finance leaders and key decision-makers.
Prepare proposals, handle objections, negotiate pricing, and close deals.
Ensure smooth handover to Customer Success for onboarding.


Consultative & Solution Selling

Map client pain points to relevant platform features.
Work with Product/Tech teams to scope integrations with ERPs, accounting tools, or banking partners.
Recommend appropriate modules, add-ons, and usage tiers to maximize client value.


Upsell & Expansion

Identify opportunities within existing accounts for additional features, users, or services.
Collaborate with Customer Success to drive expansion revenue and referrals.


Reporting & SLA Compliance

Update CRM with all activities, deal stages, and next steps.
Share accurate weekly/monthly forecasts.
Meet turnaround times for proposals, follow-ups, and prospect communication.


Collaboration & Market Insights

Support Marketing with targeted campaigns and events.
Share structured feedback on pricing, feature requests, objections, and competitors.
Participate in product and GTM review sessions.




Key Performance Indicators (KPIs)


The final KPIs will be confirmed at onboarding, but will generally include:
Monthly KES value of closed revenue
Number of new deals closed per month/quarter
Demo-to-close conversion rate
Outreach activity metrics (calls, meetings, demos)
Upsell/cross-sell conversions within 6 - 12 months
SLA compliance (follow-ups, turnaround times)
Client satisfaction scores at handover


Requirements

Must-Have


Proven experience selling software products or services (SaaS, fintech, B2B platforms, ERPs).
Strong track record of meeting/exceeding B2B sales targets.
Hands-on experience with discovery, qualification, product demos, ROI conversations, and closing.
Comfortable selling to founders, CFOs, finance managers, and senior executives.
Excellent communication, proposal writing, and presentation skills.
Strong pipeline management, organization, and CRM discipline.
Self-driven, proactive, and comfortable in a fast-paced startup environment.


Nice-to-Have


Experience selling expense management, ERP, accounting or finance-related software.
Network within MSMEs, mid-market businesses, or ecosystem players (banks, accountants, ERPs).