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Head of Business Development

Echo Mobile
Nairobi, Kenya

Salary rangeConfidential | Contract type: Permanent

You have 18 days left to apply for this job.

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Job Summary

Echo Mobile has spent the last seven years developing and growing the Echo platform—one of the few enterprise software-as-a-service (SaaS) tools built in Africa, for Africa. Over 300 organizations have used it to engage, influence and understand the markets and communities they serve through intelligent and automated SMS, voice, and USSD communications.
We are looking for a high-energy, entrepreneurial Head of Business Development to drive revenue growth and empower ever-larger numbers of organizations to generate value from the Echo platform in East Africa and beyond.
We are a Nairobi-based, but remote-first team of highly dedicated, results-oriented problem solvers. We’re passionate about our customers and about growing to serve more of them. We need your energy and drive to help us get there, but we will still make time for our outings, meet-ups and happy hours.


Reporting to the CEO, the Head of Business Development is responsible for advising, co-developing and executing Echo’s overall business development and SaaS growth strategy.
● Generate new leads for Echo platform sales through networking, referrals, partnership and relationship management, product demonstrations, resells, digital marketing, cold calls, and other means.
● Track market trends in Kenya and other African countries, using them to advise the Management Team on new commercial opportunities for the Echo platform.
● Understand and effectively communicate Echo’s value proposition, technology, processes and partnerships
● Assess costs and competition to identify and adjust Echo pricing.
● Write proposals and provide cost estimates to leads.
● Lead client negotiations and close new sales
● Manage, analyse and optimise the sales funnel from branding, to demand and lead generation, and conversion, providing full visibility at every stage
● Oversee new client onboarding
Account management
● Develop key relationships with clients
● Manage key client accounts to understand their needs and ensure client satisfaction
● Maintain and grow revenue over time through cross-selling and upselling
● Set and achieve revenue growth targets for existing clients
● Help optimize onboarding and customer support to ensure immediate and ongoing value for users
● Analyze and report on customer usage and revenue trends to assess commercial strategies and targets
● Work collaboratively across teams, including Engineering, Product and Services
● Provide the Product team with feedback and insights gleaned from marketing, sales and account management to guide the direction of the Echo platform
Candidate Profile
You are
● A strong communicator, committed to building and growing client relationships
● Passionate about technology as a tool for organizational (B2B) and social impact
● Commercially-minded, strategic, analytical and data-driven
● A positive team player willing to roll up your sleeves and do what it takes to get results
You have - required
● Bachelor's degree in business, communications, technology or a related field
● 5-7 years of experience with business-to-business sales in the technology sector
● A record of getting results and hitting lead, sales, and revenue targets
● Understanding of and experience with SaaS or other recurring revenue businesses
● Experience of across both sales and account management
● Excellent verbal and written communication skills
● Kenyan citizenship
You have - optional
Any of these skills will set you apart as a candidate, but are not essential.
● Experience using digital marketing and analytics to optimize lead generation efforts
● Demonstrated skills in writing newsletters, blog posts or case studies to engage prospects and customers
● Proven data skills and the ability to design and implement efficient analytical tools
● Competency in Google Suite and Zoho CRM
● Grant proposal writing for development projects

Why join Echo Mobile?
● Creativity and experimentation: No sacred cows here. Collaboration, innovation, and experimentation are rewarded. Bring your ideas and start building and creating with us.
● Africa’s most exciting organizations: our users include social enterprises like M-KOPA, brands like P&G, activists like ONE, and NGOs like UNICEF. We help all of them and more to access the insights and relationships that are critical to their success.
● Impact: we serve social enterprises unlocking economic growth with disruptive businesses and NGOs solving social issues. We accelerate their impact. You can too.
● Flexibility, fun, and learning: a happy and productive team is a priority for us.
○ We work remotely, but have an office base for team and customer meetings. We’re all based in Nairobi to enable team meet-ups and happy hours.
○ Each employee has a dedicated training budget, home office set-up allowance, and subsidized communications and lunch.
○ Flexible work hours
This is a full-time position based in Nairobi. Salary is competitive for a startup, and compensation includes a generous commission scheme. Benefits include generous leave and health coverage, a fun and casual work environment, flexible work hours, as well as regular happy hours, retreats, and team events.

Job Requirements

Required education: Bachelor's degree
Required relevant work experience: 7 years
Required languages: English (Spoken: fluent | Written: fluent)
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