Job Title: Sales Lead
Industry: Education / EdTech
Location: Kenya
Department: Sales & Business Development
Employment Type: Full-Time
Reports To: Management / Director
Job Overview
Our client, an education technology company offering a digital career assessment platform, is seeking an experienced, commercially driven, and results-oriented Sales Lead to drive revenue growth, customer acquisition, and market expansion.
The platform helps learners understand their strengths, interests, and abilities through career assessments, enabling students, parents, and schools to make informed decisions about subject selection, educational pathways, and future careers.
The successful candidate will be responsible for developing and executing the company's sales strategy, leading sales activities, building strategic relationships with schools and institutional partners, and driving the adoption of the platform across the Kenyan market.
This is a hands-on leadership role requiring someone who can develop the sales function, identify new business opportunities, establish effective sales processes, and lead a team to consistently achieve revenue targets. The ideal candidate should have a strong background in B2B and B2C sales, business development, team leadership, and strategic account management.
Key Responsibilities
- Develop and implement the overall sales strategy to drive revenue growth, customer acquisition, and market penetration.
- Establish sales targets, budgets, performance indicators, and growth plans aligned with the company's business objectives.
- Lead, supervise, and motivate the sales team to achieve individual and collective sales targets.
- Identify new market opportunities and develop strategies to expand the platform's reach among schools, parents, learners, and institutional customers.
- Drive business development activities, including prospecting, client engagement, presentations, negotiations, and deal closures.
- Build and maintain strategic relationships with school owners, directors, headteachers, principals, guidance and counselling departments, and other key decision-makers.
- Develop partnerships with school networks, education associations, NGOs, corporate organisations, foundations, and other relevant stakeholders.
- Identify opportunities for institutional subscriptions, bulk assessments, repeat purchases, and strategic partnerships.
- Oversee the development and management of the sales pipeline, ensuring opportunities are properly tracked and followed up.
- Guide the sales team in developing territory plans, prioritising high-value prospects, and converting opportunities into revenue.
- Participate in high-value client meetings, negotiations, presentations, and partnership discussions.
- Develop sales proposals, quotations, commercial presentations, and partnership packages tailored to customer requirements.
- Establish and monitor sales processes, reporting structures, CRM utilisation, and customer relationship management standards.
- Monitor sales performance, conversion rates, revenue generation, customer acquisition costs, and pipeline value.
- Prepare and present regular sales reports, forecasts, and performance updates to management.
- Work closely with the marketing team to align lead generation campaigns with sales objectives and ensure effective conversion of marketing-generated leads.
- Oversee customer onboarding and product adoption, ensuring schools and institutional clients actively use the platform after purchase.
- Monitor customer satisfaction, retention, repeat business, and referrals.
- Provide market intelligence and customer feedback to management to support product development, pricing, and commercial strategy.
- Identify sales performance gaps and implement corrective measures to improve productivity and overall results.
Requirements & Qualifications
- Bachelor's degree in Sales and Marketing, Business Administration, Business Development, or a related field.
- At least 7 years of relevant experience in sales, business development, or commercial management.
- At least 2–3 years in a sales leadership, team management, or supervisory position.
- Demonstrated track record of achieving and exceeding revenue targets, supported by measurable sales achievements.
- Proven experience managing B2B and B2C sales, business development, and strategic customer relationships.
- Experience leading sales teams, setting targets, monitoring performance, and driving accountability.
- Strong background in institutional sales, partnership development, negotiations, and closing high-value deals.
- Experience developing sales strategies, managing sales pipelines, and preparing revenue forecasts.
- Strong understanding of CRM systems, sales reporting, and performance management tools.
- Excellent presentation, negotiation, communication, and stakeholder management skills.
- Strong commercial and analytical abilities, including sales forecasting, pipeline analysis, and revenue performance monitoring.
- Ability to work independently, make strategic decisions, and drive business growth.
Added Advantage
- Experience in EdTech, education technology, digital platforms, career assessments, or subscription-based services.
- Experience selling to schools, school owners, education institutions, parents, and other education stakeholders.
- Familiarity with the Kenyan education system, including CBE, KJSEA, KCSE, and KUCCPS.
- Experience developing institutional partnerships and selling technology-enabled products.
- Experience building a sales function or taking a new product into the market.
- Experience managing field-based sales teams and geographically distributed territories.
Key Competencies
- Strategic sales leadership and commercial acumen.
- Strong business development and market expansion skills.
- Team leadership, coaching, and performance management.
- Excellent negotiation, persuasion, and deal-closing abilities.
- Strong networking and stakeholder relationship management.
- Analytical thinking and data-driven decision-making.
- Sales forecasting, planning, and pipeline management.
- Excellent communication and presentation skills in English and Kiswahili.
- Strong organisational and problem-solving abilities.
- High levels of accountability, resilience, integrity, and initiative.
- Ability to work in a fast-paced, growth-oriented environment.
Key Performance Indicators (KPIs)
Performance will be evaluated against agreed targets, including:
- Achievement of monthly, quarterly, and annual revenue targets.
- Growth in the number of paying individual and institutional customers.
- Number and value of new school subscriptions and institutional partnerships.
- Sales team performance against individual and collective targets.
- Lead conversion rates and overall sales pipeline growth.
- Customer retention, repeat purchases, and referrals.
- Accuracy of sales forecasts and timely reporting.
- Effectiveness of sales strategies and market expansion initiatives.
- Customer onboarding and platform adoption among acquired schools.
Application Process
Interested candidates should submit their updated CV.
Only shortlisted candidates will be contacted.