VP of Sales

The role

We are seeking a highly motivated, experienced, and strategic sales leader to join our leadership team and help us continue our growth trajectory. The perfect candidate will have experience navigating from founder-led sales to building the first organised sales team.

Key Responsibilities:

Sales Strategy and Execution

• Develop and implement a scalable sales strategy that aligns with our growth objectives and targets.
• Continuously refine and iterate the sales process to optimize conversions, shorten sales cycles, and increase revenue.
• Utilize data and analytics to make informed decisions and drive continuous improvement in sales performance.

Team Building and Management

• Recruit, train, and lead a high-performing team of Sales Development Representatives (SDRs) and Account Executives (AEs).
• Contribute to the development of a recruitment playbook on sourcing, screening and onboarding the sales team.
• Establish a performance-driven culture through setting clear expectations, monitoring progress, and providing ongoing coaching and feedback.
• Foster a collaborative and inclusive work environment that promotes knowledge sharing and skill development among team members.

Ideal Customer Profile Development

• Collaborate with marketing, product, and customer success teams to define and refine the ideal customer profile (ICP).
• Leverage insights from customer interactions, industry trends, and market research to identify opportunities for product-market fit and drive targeted sales efforts.
• Continuously evaluate the ICP to ensure alignment with the company's strategic objectives and evolving market dynamics.

Revenue Growth and Forecasting

• Develop and manage sales forecasts and sales pipelines to ensure accurate revenue projections and attainment of sales targets.
• Collaborate with finance and operations teams to ensure sales resources are allocated efficiently to support growth objectives.
• Monitor and report on key performance indicators (KPIs) to track progress and identify areas for improvement.

Thought Leadership and Industry Expertise

• Stay current on industry trends, competitor activities, and emerging technologies through regular engagement with credible technology publications and blogs such as TechCrunch.
• Represent the company at industry events, conferences, and networking opportunities to build brand awareness and cultivate relationships with key stakeholders.
• Serve as a thought leader and subject matter expert within the organization, contributing valuable insights to inform product development, marketing initiatives, and customer success strategies.

Key Performance Indicators (KPIs):

• Sales revenue growth
• Sales pipeline development and conversion rate
• Customer acquisition cost (CAC) and lifetime value (LTV) optimization
• Sales team performance metrics (e.g., quota attainment, ramp-up time, and retention)
• Market share growth and competitive positioning

Qualifications:

• Bachelor's degree in business, marketing, or a related field; advanced degree preferred
• 10+ years of experience in sales, with a proven track record of success in the logistics or technology industry
• 5+ years of experience in sales leadership roles, including team building, strategy development, and execution
• Strong communication, negotiation, and presentation skills
• Ability to thrive in a fast-paced, dynamic startup environment
• Willingness to travel as needed to support sales initiatives and spend time in the Nairobi