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.