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Head of Sales

Lagos, NY | Full Time
19 Days Ago

Job Description

About Umba

Our mission is to make banking free across Africa, empowering our customers to control their financial lives by ensuring financial services are affordable, efficient, and widely available.

We are pursuing a once-in-a-generation opportunity to revolutionize financial services in Africa-lowering the cost and increasing the reach of banking while serving the next billion mobile consumers that are coming online

We are passionately customer-centric, delivering mobile banking with an exceptional user experience.  We leverage advanced machine learning to allow us to create intelligent, affordable financial products for emerging markets where credit is not widely available

Headquartered in San Francisco and growing rapidly in Mexico, Nigeria, and Kenya, Umba launched in the Nigerian market and is expanding quickly into additional markets. We offer a broad range of digital banking products to our customers through Android and iOS apps and have a culture of exceeding customer expectations which has generated explosive growth.

We are looking for exceptional talent but also for people that share our vision, drive, and sense of mission. Come join us to build the biggest neo-bank in Africa.

About the role

Reporting to the CFO. The head of Sales will achieve the assigned growth objective by driving net new customer growth within Nigeria's defined named account prospect list.

The head of Sales will lead the development, coordination, and execution of the company’s commercial goals and objectives. You will closely work with the product, customer experience, marketing, and product teams towards the common goal of achieving revenue growth and market leadership.

As a Head of Sales, you will set the sales and partnership strategy, align the sales structure with the strategy, negotiate partnership agreements, manage people, implement processes, and execute on the company vision. You are responsible for developing and executing sales strategies that drive revenue for the company, and monitoring and reporting on sales goals, adjusting tactics as needed to reach them. You will be responsible for managing and tracking all sales and partnership KPIs and setting and executing Umba’s sales and partnership strategy.

You will also be driving the development of a robust partner ecosystem to deliver value to customers and business partners.


  • Build and execute the overall go-to-market sales and partnership strategy, including the identification and development of new partnerships and strategic alliance opportunities.
  • Lead the sourcing, negotiating, signing, and launching of commercial and partnership deals.
  • Manage relationships with executives at partner companies.
  • Analyze existing and new business opportunities, developing a thorough understanding of market conditions, product requirements, demand for products, and resource requirements to properly support business goals.
  • Work closely with the marketing team on lead generation initiatives
  • Work closely with the Product team to advance our platform strategy and lead our business development in this area.
  • Serve as the primary point of contact for channel partners, building relationships with multiple stakeholders at various levels of the partner’s organization
  • Own end-to-end relationships with partners and maintain senior executive-level relationships
  • Build and manage a portfolio of partners, and strategic alliances focused on upmarket pipeline generation
  • Collaborate with internal teams (Marketing, Customer Experience, Product) to drive more partner-sourced revenue.
  • Document and implement the execution of partnerships and forecast the financial impact of these partnerships and alliances.
  • Advise senior management on return on investment (ROI), risk management, and cost-benefit strategies.
  • Identify and execute opportunities to expand the partnership, proactively assess partners’ needs and support them as challenges arise.
  • Actively manage, monitor, and improve the overall sales process to ensure a successful productivity ramp to exceed revenue and commercial goals.
  • Optimize lead-to-close rate by taking a hands-on approach to every stage of the sales cycle, from prospecting and demoing to closing.
  • Design and refine existing inbound and outbound sales practices and tools to create repeatable, scalable sales processes that accelerate growth quickly.
  • Establish, monitor, and report on goals and key performance indicators (KPIs), for sales and partnership.
  • Analyze existing and new business opportunities, developing a thorough understanding of market conditions, product requirements, demand for products, and resource requirements to properly support business goals.

Skills and Qualifications

  • 5 Years of experience in sales of financial products (B2B)
  • Experience building go-to-market partnerships with strategic partners. Ability to build and deliver on a strategic plan to grow partner revenue.
  • Proven ability to develop deep, internally and externally, and build upon those relationships to scale sales and partnerships.
  • Experience negotiating deals of various sizes and complexity
  • Experience selling solutions to business decision-makers
  • Partner and collaborate with peers and parallel teams across the business to ensure that expectations set during the sales process are met in delivery
  • Ability to plan and manage at both the strategic and operational levels
  • Ability to work in a fast-paced, entrepreneurial environment
  • Self-motivated, creative, and flexible with the ability to perform well under pressure
  • Up to date on Financial services trends in Nigeria
  • Fluent in CRM platforms (Salesforce) and tools (Slack, JIRA, Google Suite) to drive productivity, report on forecast deal pipelines, and analyze conversion rates.

Preferred Skills

  • Experienced in Technological products
  • Experience in Fintech/Startups
  • Experience working in a bank and managing commercial relationships

Work Status

Valid work authorization for Nigeria Umba is proud to be an Equal Opportunity employer.

Umba is proud to be an Equal Opportunity employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, color, religion, national origin, disability, protected veteran status, age, or any other characteristic protected by law. If you have a disability or special need that requires accommodation, please let us know.

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