Develop and execute the country sales plan, aligned to the overall market strategy and Group commercial priorities set by the Country Manager and SVP Local Markets.
Translate revenue targets into actionable sales plans, pipeline requirements, territory allocations, and account growth initiatives.
Own pipeline development, pipeline quality, and conversion performance across the market.
Maintain pipeline coverage ratios adequate to hit revenue targets at all times.
Lead weekly sales pipeline reviews, forecasting sessions, and opportunity management processes.
Deliver or exceed agreed revenue, transaction volume, and gross profit targets.
Proactively identify and pursue new business opportunities, customer segments, partnerships, and use cases.
Lead strategic commercial negotiations and support closure of high-value opportunities.
Build long-term relationships with strategic customers and ecosystem partners.
Drive customer retention, satisfaction improvement, and share-of-wallet growth.
Maintain accurate sales forecasts and provide regular commercial performance updates to the Country Manager and SVP Local Markets.
Collaborate with Product, Innovation, Marketing, and Customer Success teams to improve commercial outcomes.
Where a sales team exists: lead, coach, and motivate in-country sales and business development colleagues; drive a high-performance sales culture and execution discipline.

Compliance & Commercial Governance (approx. 5–10% of time)

Ensure all sales and business development activities comply with local regulations and internal Cellulant policies.
Work with Compliance and Legal teams to ensure customer onboarding and partnership structures meet regulatory requirements.
Support AML/CFT, KYC, and data privacy obligations within commercial processes.
Escalate emerging commercial compliance risks or regulatory concerns to the Country Manager.
Promote ethical sales conduct and adherence to Cellulant governance standards.
Ensure commercial team members complete required compliance and policy training.

Requirements

Bachelor's degree in Business, Marketing, Finance, Economics, Technology, or related field.
MBA or relevant postgraduate qualification is an advantage.
Significant progressive experience in enterprise sales, business development, or commercial leadership - depth and track record of delivery matter more than years.
Strong background in fintech, payments, banking, telecommunications, or digital financial services.
Proven record of delivering consistent revenue growth and managing large commercial pipelines.
Demonstrated experience managing strategic customer relationships and enterprise sales cycles.
Experience leading or coordinating a commercial team; coaching and developing commercial talent.

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