Country Sales Manager at Zeraki

The Country Sales Manager is the single point of accountability for revenue growth, forecast accuracy, ASP protection, and the development of a high-performance sales culture nationwide.

Key Responsibilities

​​​​​​​Sales & Revenue Leadership (60%)


Translate the corporate revenue target into manager-level quotas across 9 managers
Design territories using Average sales price (ASP), CBC whitespace, and Finance cross-sell potential
Establish milestones and discount guardrails to protect revenue quality
Personally lead enterprise and B2G opportunities (counties, school chains, donor programs)
Run weekly forecast governance and maintain ±5% accuracy
Enforce 4x pipeline coverage and stage discipline
Conduct structured deal reviews and recovery plans


Commercial Strategy (15%)


Build the CBC acquisition playbook and seasonal campaigns
Operationalize Finance cross-sell into the Analytics customer base
Develop senior school bundling (Analytics + Learning)
Create partner and B2G frameworks, RFP processes, and revenue-share models
Align pricing, packaging, and value propositions with Product & CX


Leadership & Capability (15%)


Establish manager scorecards (revenue, pipeline, ASP, retention)
Run weekly 1:1 coaching with all 9 managers
Define promotion pathways
Drive performance management and attrition control (≤10%)


Operations (10%)


Drive CRM adoption and data quality
Improve contract turnaround with Finance/Legal SLAs
Implement structured Sales → CX handover and churn rescue processes
Standardize proposal and pricing approval workflows


Competencies Needed - Country Sales Manager

Strategic Commercial Leadership


Ability to translate corporate strategy into executable GTM plans
Territory design using market potential and ASP logic
Balancing growth, margin, and retention


Revenue Execution Excellence


Mastery of pipeline management and forecasting
Deal orchestration across complex stakeholder environments
Pricing discipline and negotiation leadership


Data-Driven Management


Uses CRM analytics to guide decisions
Builds dashboards, conversion models, and ASP tracking
Forecasts with ≤5% variance


Enterprise & B2G Capability


Navigates county, donor, and institutional procurement processes
RFP and bid management
Multi-stakeholder consensus building


People Leadership


Coaches managers to consistent performance
Builds a strong accountability culture
Talent identification and succession planning


Cross-Functional Influence


Aligns Sales, CX, Product, and Finance teams
Leads without formal authority
Converts market feedback into product input


Integrity & Governance


Ethical selling practices
Compliance with data protection requirements
Contract and discount governance


Market Development


Builds new segments and partnerships
Channel strategy development
Strengthens brand positioning within the education sector


Candidate Requirements

​​​​​​​Education


Bachelor's degree in Business, Marketing, or related field


Experience


5+ years B2B sales leadership experience
Multi-product portfolio selling
Managing distributed regional teams
Enterprise and/or B2G sales exposure
Strong data, analytics, and CRM orientation