The Opportunity:
We are partnering with a rapidly scaling software solutions provider that is revolutionizing digital transformation within the African transport sector. This mission-driven organization provides critical technology infrastructure to government markets, enabling safer, more efficient, and modernized public transportation systems.
The Challenge & Your Impact:
This is not a standard sales role; it is a strategic growth leadership position. You will be taking the helm of the company's African government go-to-market strategy. Your impact will be felt on a continental scale as you navigate complex government procurement ecosystems, build high-value partnerships, and lead a regional team to drive the adoption of software solutions that fundamentally improve public infrastructure. If you thrive in high-stakes, long-cycle environments and are motivated by large-scale public sector impact, this role offers unparalleled strategic stretch and career growth.
Performance Objectives for Year One:
Architect the Go-To-Market Strategy: Within the first 90 days, build, refine, and begin executing a comprehensive regional business development strategy targeting top-tier government transport ministries and agencies across key African markets.
Drive Revenue and Pipeline Growth: Take full accountability for building a highly qualified B2G sales pipeline, successfully managing the full sales cycle from early engagement to closure, and achieving 100% of the defined Year One revenue targets.
Build and Mentor a High-Performing Team: Over the first 6 months, assess, mentor, and elevate the existing Regional Sales Executives and Business Development Representatives, implementing structured CRM-driven pipeline management and performance systems.
Navigate and Win Complex Procurements: Lead the engagement with government procurement bodies, steering the successful submission and negotiation of complex, long-cycle tenders/RFPs to secure strategic, high-value contracts.
Cultivate Strategic Ecosystem Partnerships: Establish and solidify strategic alliances with key ecosystem players—including implementation partners, donor-funded programs, and specialized consultants—to accelerate market penetration and credibility.
Key Responsibilities:
Own and execute the business development strategy for government clients across Africa.
Identify new market opportunities, partnerships, and revenue streams within the transport sector.
Monitor government policy shifts and competitor activity to shape strategy.
Ensure accountability for overall revenue targets and pipeline growth.
Lead, coach, and develop the Regional Sales Executives and Business Development Representatives.
Build and maintain relationships with senior stakeholders in ministries and transport authorities.
Collaborate with Marketing, Product, and Delivery teams to align solutions with government needs.
Required Experience and Qualifications:
Bachelor's degree in business administration, Marketing, or a related field (MBA is a plus).
Minimum 8-12 years of experience in business development/sales, including leadership experience.
Proven track record of winning B2G deals, preferably in software/technology.
Strong familiarity with government procurement processes in African markets.
Demonstrated experience managing complex, long-cycle enterprise or government deals.
Technology Stack:
Proficiency in CRM systems (e.g., HubSpot, Salesforce, Zoho) for pipeline management and reporting.
Expertise in B2G proposal and RFP management.
Experience with enterprise software and tech sales methodologies.