Business Development Executive-Commercial & Merchant Growth

Position Title: Business Development Executive-Commercial & Merchant Growth

Reports To: Operations Manager

Location: Onsite - Nairobi, Kenya

Department: Sales & Marketing

Company Overview:

Pi Consulting Services Ltd is a Kenya-based fintech company providing payment and financial technology infrastructure to banks, fintechs, SACCOs, merchants, and remittance companies. The company operates licensed and regulated payment solutions, supporting high-volume transaction processing across mobile money, bank transfers, bulk disbursements, USSD, and API-driven payment flows.

Our products are used by institutions that require reliability, compliance, and scale. Revenue is driven by transaction volume, active merchants, and long-term platform usage.

Position Summary:

The Business Development Executive is responsible for acquiring new revenue by sourcing, qualifying, and closing merchants and partners for the company’s payment and software solutions.

This role is primarily a hunter role, with direct accountability for lead generation, deal closure, and revenue delivery. The role holder owns the full sales cycle, from first contact through contract execution and merchant activation. Performance in this role is measured on revenue closed, merchant activation, pipeline quality, and CRM accuracy. Activity without outcomes will not be considered performance.

The role requires strong execution discipline, comfort with targets, and the ability to sell payment solutions in a regulated fintech environment.

Key Responsibilities

The Business Development Executive will be responsible for the following:

• Proactively generate new business leads through cold calling, outbound email campaigns, referrals, networking, and targeted market research.
  

• Identify, qualify, and pursue sales opportunities by assessing client needs, transaction volumes, revenue potential, regulatory fit, and technical feasibility.
  

• Create, manage, and maintain an accurate and up-to-date sales pipeline within the company CRM system, ensuring all leads, opportunities, activities, and communications are logged in a timely manner.
  

• Own the full sales cycle from initial outreach through presentation, negotiation, contracting, and merchant go-live.
  

• Conduct structured discovery sessions, deliver product demonstrations, and present commercial proposals clearly outlining pricing, settlement flows, implementation timelines, and contractual terms.
  

• Negotiate commercial terms within approved pricing and discount thresholds and escalate any deviations for prior approval.
  

• Close new business in line with monthly and quarterly revenue targets and take direct accountability for revenue booked under their portfolio.
  

• Coordinate merchant onboarding by submitting complete and accurate documentation and actively following up with internal teams to ensure timely activation.
  

• Ensure all deals handed over to operations are compliant, approved, and free from undocumented commercial or technical commitments.
  

• Actively manage sales opportunities to prevent stagnation, drive next steps, and reduce overall sales cycle timelines.
  

• Build and maintain relationships with merchants and partners to drive transaction activity, upsell additional services, and support long-term retention.
  

• Source, negotiate, and close strategic partnerships that result in measurable transaction volumes or revenue contribution.
  

• Provide weekly sales reports covering leads generated, meetings held, deals closed, revenue booked, pipeline value, and key blockers.
  

• Take ownership of missed targets by identifying root causes and implementing corrective actions without reliance on constant supervision.
  

• Comply with all internal policies, regulatory requirements, and CRM usage standards. Failure to maintain accurate CRM records shall be treated as a performance issue.
  

Requirements

Qualifications

• Bachelor’s degree in Business, Marketing, or a related field.
  

• 3+ experience in business development, sales, or a related role, preferably in the fintech, payments or software solutions industry.
  

• Strong understanding of payment solutions, the sales cycle, and client onboarding processes.
  

• Excellent communication, presentation, and negotiation skills.
  

• Ability to articulate the value of software solutions to clients clearly.
  

• Self-driven, with a strong sense of initiative and the ability to work independently.
  

• Strong organizational and time management skills, with the ability to manage multiple priorities.
  

• Proficient in using CRM software and other sales tools.
  

• Demonstrated track record of meeting or exceeding sales targets and performance KPIs.
  

Key Competencies

• Strategic Thinking: Ability to develop and execute effective sales strategies.
  

• Hunter Mentality: Proactively seek out and pursue new business opportunities.
  

• Detail-Oriented: Strong attention to detail in all aspects of the sales process.
  

• Performance-Driven: Focused on achieving sales targets and performance KPIs.
  

• Communication Skills: Excellent verbal and written communication skills.
  

• Negotiation Skills: Strong negotiation skills to close deals effectively.
  

• Customer Focus: Committed to understanding and meeting the needs of clients.
  

• Time Management: Ability to manage time and prioritize tasks effectively.