Strategic Account Executive

This is a fully remote position, open to applicants in South Africa.

📋 Description

• Seek and secure new business opportunities.

• Manage the entire sales process from identifying and engaging senior decision-makers to closing deals and onboarding clients.

• Take ownership of your designated territory.

• Your main markets will be in Africa and the Middle East, focusing on countries such as Nigeria, Kenya, Morocco, Egypt, South Africa, UAE, and Saudi Arabia.

• Navigate intricate market dynamics.

• Enterprise sales in these regions necessitates more than a conventional playbook. You'll need to develop deals that accommodate budget cycles, foreign exchange considerations, and procurement realities.

• Establish and expand accounts.

• Securing the deal is just the start. You'll collaborate closely with delivery and customer success teams to ensure clients realize value quickly, while also remaining attentive to potential expansion opportunities.

• Act as a cross-functional collaborator.

• Partner with marketing, product, and delivery to guarantee that your clients experience a seamless, high-quality journey from initial contact through long-term partnership.

• Maintain a disciplined pipeline.

• Rigorously manage and forecast your pipeline using Salesforce or HubSpot.

⛳️ Requirements

• At least 7 years of experience in B2B enterprise sales within a technology services or SaaS organization, demonstrating a successful track record of acquiring net-new business in mid-market and large enterprises.

• Proven history of meeting quotas with documented achievements.

• Strong familiarity with at least one of the following sectors: banking/fintech, telecommunications, energy, high-growth technology scale-ups, government-linked entities, or other regulated industries.

• Ability to bridge the gap between US company expectations and local market conditions.

• Proven ability to engage and close deals at the C-suite level; must be equally adept in discussions with a CTO regarding engineering challenges and a CFO regarding procurement. Strong negotiation and closing abilities are essential.

• Experience selling through complex, multi-threaded deal cycles with various buyer profiles and extended or unpredictable timelines.

• Capable of executing with the discipline needed to manage a pipeline at 5x coverage.

• A natural connector between global company standards and local market realities, including government and regulatory environments, dynamics of state-owned enterprises, procurement opacity, and informal influence networks.

• Ability to demonstrate how you utilize tools and AI to enhance your role's effectiveness.

• Proficient in Salesforce; comfortable with pipeline forecasting and funnel analysis.

🏝️ Benefits

• Low ego, low drama: You share credit and accept blame. You embrace being wrong, as it signifies a better idea from someone else.

• One team mentality: You dismantle silos. You prioritize the company and mission over team interests alone. You are willing to roll up your sleeves when necessary.

• Excellent listener, eager for feedback: You continually seek to enhance our product, business, and yourself. You actively solicit diverse opinions and listen attentively.

• Owner, not renter: You identify problems and address them, or connect with someone who can. You take responsibility.

• Business problem solver: You are more than just a functional expert. You consistently receive accolades for approaching your work with a focus on solving genuine business challenges.

• Trust Builder: You have a history of earning trust with senior executives, local stakeholders, and partners — relationships that take time to develop and compound over years. In markets where relationships precede transactions, this is your competitive advantage.

• Thrives In Ambiguity: You are invigorated by the prospect of creating something that is not yet fully realized. You impose structure where none exists and remain confident and resourceful when the path is unclear.