# Head of Sales Job Virtual Pay, Nairobi, Kenya

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Company: Virtual Pay, Nairobi, Kenya

Category: Sales

Location: Kenya

Work type: Full-time

Work arrangement: On-site

Published: 2026-07-24

Expires: 2026-09-07

## Job Description

Summary

- The Head of Sales will lead the end-to-end revenue strategy and execution, driving aggressive growth across merchant acquisition (enterprise, mid-market, and SME segments).

- In addition, the role will oversee strategic relationship management, ensuring strong retention, revenue expansion, and long-term value creation across key partners and merchants. This leader will own the full commercial lifecycle—from acquisition to growth and retention.

### Key Responsibilities

Revenue Strategy & Growth

- Own and deliver the global sales and revenue growth strategy (GMV, revenue, margin).

- Drive both new business acquisition and existing portfolio growth (upsell, cross-sell, expansion).

- Identify and unlock new revenue streams including value-added services.

Merchant Sales – Acquisition & Growth

- Drive merchant acquisition across enterprise, mid-market, and SME segments.

- Lead complex enterprise deal cycles including RFPs, pricing, and contract negotiations.

- Ensure seamless transition from sales to onboarding to relationship management.

- Partner with RM team to identify growth opportunities within existing merchant portfolios.

Relationship Management & Account Growth

- Lead and scale a high-performing Relationship Management (RM) / Account Management team.

- Own merchant and partner retention, satisfaction, and lifetime value.

- Develop structured account management frameworks:

- Segmentation (strategic, key, long-tail accounts)

- Account plans and growth roadmaps

- Periodic business reviews (QBRs/MBRs)

- Drive net revenue retention through upsell, cross-sell, and volume growth.

- Build strong C-suite relationships with top merchants and partners.

- Act as executive sponsor for key accounts and intervene in escalations when necessary.

- Collaborate with Product and Operations teams to proactively address client needs and improve experience.

 Sales & RM Leadership

- Build, lead, and scale integrated Sales and Relationship Management teams.

### Define clear roles across

- New business

- Account growth & retention

- Set and track KPIs across acquisition and account management.

- Drive a high-performance culture with strong accountability, coaching, and continuous improvement.

Market Expansion & Localization

- Lead market entry strategies across new regions (regulatory, partnerships, merchant segments).

- Ensure relationship continuity and local account management capability in each market.

- Adapt engagement models to local cultural and business dynamics.

Cross-functional Collaboration

- Partner with Product to influence roadmap based on partner/merchant feedback.

- Work with Marketing on demand generation and customer lifecycle engagement.

- Align with Risk, Compliance, and Operations to ensure sustainable, compliant client relationships.

Data-Driven Commercial Management

- Own full funnel metrics: acquisition → activation → retention → expansion.

- Leverage CRM and analytics tools to track:

- Pipeline health

- Account performance

- Churn and retention trends

- Continuously refine GTM and account management strategies based on insights

Key Requirements

Experience

- 7–10+ years in sales and/or account management leadership within payments, fintech, or financial services.

### Proven experience managing both

- New business sales teams

- Relationship/account management teams

- Strong track record in driving net revenue retention and customer lifetime value.

Technical & Industry Expertise

### Deep understanding of

- Payment ecosystems (acquiring, issuing, gateways, orchestration)

- Card schemes, Mobile money networks, APMs

- Enterprise sales and key account management in payments

- Experience in managing complex, long-term commercial relationships.

Leadership & Competencies

- Strong commercial and relationship-building acumen.

- Exceptional stakeholder and executive relationship management skills.

- Ability to balance short-term revenue wins with long-term client value.

- High ownership mindset with strong execution discipline.

- High integrity and alignment with compliance-driven environments.

Benefits

- Competitive Remuneration Package

### How to Apply

Click here to apply

## Apply

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