Summary
The Head of Sales will lead the end-to-end revenue strategy and execution, driving aggressive growth across merchant acquisition (enterprise, mid-market, and SME segments).
In addition, the role will oversee strategic relationship management, ensuring strong retention, revenue expansion, and long-term value creation across key partners and merchants. This leader will own the full commercial lifecycle—from acquisition to growth and retention.
Key Responsibilities
Revenue Strategy & Growth
Own and deliver the global sales and revenue growth strategy (GMV, revenue, margin).
Drive both new business acquisition and existing portfolio growth (upsell, cross-sell, expansion).
Identify and unlock new revenue streams including value-added services.
Merchant Sales - Acquisition & Growth
Drive merchant acquisition across enterprise, mid-market, and SME segments.
Lead complex enterprise deal cycles including RFPs, pricing, and contract negotiations.
Ensure seamless transition from sales to onboarding to relationship management.
Partner with RM team to identify growth opportunities within existing merchant portfolios.
Relationship Management & Account Growth
Lead and scale a high-performing Relationship Management (RM) / Account Management team.
Own merchant and partner retention, satisfaction, and lifetime value.
Develop structured account management frameworks:
Segmentation (strategic, key, long-tail accounts)
Account plans and growth roadmaps
Periodic business reviews (QBRs/MBRs)
Drive net revenue retention through upsell, cross-sell, and volume growth.
Build strong C-suite relationships with top merchants and partners.
Act as executive sponsor for key accounts and intervene in escalations when necessary.
Collaborate with Product and Operations teams to proactively address client needs and improve experience.
Sales & RM Leadership
Build, lead, and scale integrated Sales and Relationship Management teams.
Define clear roles across:
New business
Account growth & retention
Set and track KPIs across acquisition and account management.
Drive a high-performance culture with strong accountability, coaching, and continuous improvement.
Market Expansion & Localization
Lead market entry strategies across new regions (regulatory, partnerships, merchant segments).
Ensure relationship continuity and local account management capability in each market.
Adapt engagement models to local cultural and business dynamics.
Cross-functional Collaboration
Partner with Product to influence roadmap based on partner/merchant feedback.
Work with Marketing on demand generation and customer lifecycle engagement.
Align with Risk, Compliance, and Operations to ensure sustainable, compliant client relationships.
Data-Driven Commercial Management
Own full funnel metrics: acquisition → activation → retention → expansion.
Leverage CRM and analytics tools to track:
Pipeline health
Account performance
Churn and retention trends
Continuously refine GTM and account management strategies based on insights
Key Requirements
Experience
7 - 10+ years in sales and/or account management leadership within payments, fintech, or financial services.
Proven experience managing both:
New business sales teams
Relationship/account management teams
Strong track record in driving net revenue retention and customer lifetime value.
Technical & Industry Expertise
Deep understanding of:
Payment ecosystems (acquiring, issuing, gateways, orchestration)
Card schemes, Mobile money networks, APMs
Enterprise sales and key account management in payments
Experience in managing complex, long-term commercial relationships.
Leadership & Competencies
Strong commercial and relationship-building acumen.
Exceptional stakeholder and executive relationship management skills.
Ability to balance short-term revenue wins with long-term client value.
High ownership mindset with strong execution discipline.
High integrity and alignment with compliance-driven environments.
Benefits
Competitive Remuneration Package