B2B Sales Executive

A. B2B Sales and Business Development

• Identify, prospect, and acquire corporate clients through strategic B2B sales initiatives, networking, referrals, industry events, and direct outreach.

• Develop new business opportunities among banks, insurance companies, SACCOs, digital lenders, capital markets firms, fund managers, real estate companies, and other relevant corporate institutions.

• Build and maintain a robust pipeline of qualified B2B leads, initially focusing on corporate headquarters in Nairobi.

• Develop and execute account-based sales strategies to penetrate target organisations and secure high-value contracts.

• Identify client business challenges and recommend suitable enterprise software and AML compliance solutions.

• Achieve agreed sales targets, revenue objectives, and new-client acquisition goals.

B. Corporate Account Management and Executive Engagement

• Build and maintain relationships with Compliance Officers, Risk Managers, IT Directors, Heads of Departments, procurement teams, C-suite executives, and board members.

• Engage multiple stakeholders within client organisations to understand decision-making processes and facilitate successful deal closure.

• Deliver professional sales presentations, product demonstrations, and commercial proposals tailored to corporate client needs.

• Communicate the business value, operational benefits, regulatory relevance, and return on investment of solutions

• Maintain long-term relationships with prospects and existing clients to support repeat business, referrals, and account growth.

C. Enterprise Software and AML Solutions Sales

• Drive B2B sales of Anti-Money Laundering (AML) and financial compliance software solutions, including:

• Sanctions Screening.

• Know Your Customer (KYC) and Customer Due Diligence (CDD).

• Transaction Monitoring.

• Understand corporate clients' operational requirements, regulatory obligations, financial crime risks, and compliance challenges.

• Work closely with technical teams to deliver product demonstrations, address technical queries, and develop appropriate solution proposals.

• Position complex software solutions based on business needs rather than relying solely on product features.

• Stay informed about enterprise technology trends, regulatory developments, and competing solutions.

D. Sales Pipeline and Contract Management

• Manage complex B2B sales cycles, which may range from two months to over a year.

• Coordinate client engagement throughout needs assessment, technical evaluation, procurement, regulatory review, negotiations, and contract approval.

• Maintain accurate CRM records, sales forecasts, pipeline reports, and client engagement updates.

• Follow up consistently with prospects to maintain momentum and improve conversion rates.

• Monitor market developments and identify opportunities to expand the corporate client portfolio.

E. Regional Business Development and Sales Leadership

• Conduct regular field-based sales meetings and client visits across Nairobi.

• Support regional business development initiatives in Uganda, Tanzania, Rwanda, and other East African markets as the business expands.

• Develop industry networks and strategic relationships to generate new corporate sales opportunities.

• Provide market intelligence and client feedback to support business growth and sales strategy.

• Demonstrate the potential to mentor future sales representatives and contribute to building and managing a high-performing B2B sales team.

F. Ethics and Professional Standards

• Maintain the highest standards of integrity, transparency, confidentiality, and professionalism in all sales activities.

• Ensure all client engagements, negotiations, quotations, and commercial proposals comply with established policies.

• Uphold a zero-tolerance approach to bribery, kickbacks, inflated quotations, misrepresentation, and unethical sales practices.

Requirements

• . Qualifications and Experience

• A minimum of 4 years'

• experience in B2B corporate sales, enterprise sales, or complex business

• solution selling.

• A proven track record of

• developing corporate accounts, generating qualified business leads,

• negotiating commercial agreements, and closing high-value B2B deals.

• Experience selling enterprise

• software, core banking systems, audit software, cybersecurity solutions,

• security systems, or other complex technology solutions is highly

• desirable.

• Previous experience selling to

• banks, insurance companies, SACCOs, digital lenders, or other regulated

• financial institutions is a strong advantage.

• A bachelor's degree in Business

• Administration, Sales and Marketing, Information Technology, Finance, or a

• related field is an added advantage but not mandatory for candidates with

• demonstrable sales success.

• Knowledge of AML, KYC/CDD,

• financial crime prevention, regulatory compliance, or financial risk

• management is an advantage.

• . Required Skills and Competencies

• B2B Sales Expertise: Strong understanding of

• corporate sales processes, enterprise account development, lead

• generation, and business development strategies.

• Executive Engagement: Excellent presentation,

• negotiation, communication, and relationship-management skills.

• Consultative Selling: Ability to understand complex

• business needs and recommend appropriate technology solutions.

• Demonstrates strong confidence in

• pitching, positioning and negotiating high-value commercial solutions,

• including multimillion-dollar enterprise solutions.

• Sales Pipeline Management: Ability to manage multiple

• prospects, track opportunities, forecast revenue, and maintain consistent

• follow-ups.

• Resilience and Persistence: Ability to navigate lengthy

• sales cycles, procurement processes, regulatory requirements, and

• competing vendor relationships.

• Technical Aptitude: Willingness and ability to learn

• complex software functionality, AML terminology, and financial compliance

• concepts.

• Strategic Account Development: Ability to identify key

• stakeholders, develop account penetration strategies, and build lasting

• corporate relationships.

• Integrity and Accountability: Demonstrates ethical conduct,

• sound judgement, honesty, and responsibility for sales outcomes.

• Leadership Potential: Ability to support future team

• development and contribute to the growth of the B2B sales function.