About the Role

We are looking for a Head of Sales to own Zeraki's Kenya Sales Performance and the commercial governance behind it. Reporting to the CEO, you will lead the Regional Managers — and, through them, the Associate Regional Managers and Relationship Managers in every region — and you will be accountable, every term, for the revenue, collections and cost efficiency the Kenya sales organisation delivers.

This is Zeraki's senior sales role in Kenya. The CEO sets company strategy and the annual number; you turn it into Kenya's sales plan, one quota method, one operating rhythm and one standard of governance across every region, and build the leaders who run each one. You will spend as much time reviewing Regional Managers' numbers and people as you do in the field yourself.

Requirements

What You Will Do

01 Kenya Sales & Collections Performance · 25% of role

Good looks like: every region's number is known, forecast and owned — and surprises are rare.

• Own Kenya's consolidated revenue, signup and collection performance, term by term.
• Review every Regional Manager's numbers termly, and weekly where a region is off track.
• Move focus, people and budget between regions where the data says it should move.

Own Kenya's consolidated revenue, signup and collection performance, term by term.

Review every Regional Manager's numbers termly, and weekly where a region is off track.

Move focus, people and budget between regions where the data says it should move.

02 Cost Governance (CoA & CoR) · 20% of role

Good looks like: the cost of growth is visible in every region, and red numbers get acted on.

• Govern Cost of Acquisition and Cost of Retention across regions and act on any that turn red.
• Hold forecast accuracy within ±5% on the Kenya number.
• Challenge budget and headcount requests against whitespace and return.

Govern Cost of Acquisition and Cost of Retention across regions and act on any that turn red.

Hold forecast accuracy within ±5% on the Kenya number.

Challenge budget and headcount requests against whitespace and return.

03 Leadership Development & Succession · 20% of role

Good looks like: every region has a strong leader and a ready successor.

• Build, coach and calibrate Regional Managers with regular one-on-ones and documented feedback.
• Take part in year-to-date calibration and keep ratings fair and evidence-based.
• Maintain ready successors for at least 70% of Regional Manager roles.

Build, coach and calibrate Regional Managers with regular one-on-ones and documented feedback.

Take part in year-to-date calibration and keep ratings fair and evidence-based.

Maintain ready successors for at least 70% of Regional Manager roles.

04 Standardisation of Systems, Quota & Incentives · 20% of role

Good looks like: one method, one rhythm, one version of the truth in every region.

• Standardise quota-setting, territory allocation, reporting and CRM governance across regions.
• Apply the 3X, collection, CoA and CoR formulas and whitespace-based targets consistently in every region.
• Recommend incentive design that rewards revenue, collections and discipline — not activity.

Standardise quota-setting, territory allocation, reporting and CRM governance across regions.

Apply the 3X, collection, CoA and CoR formulas and whitespace-based targets consistently in every region.

Recommend incentive design that rewards revenue, collections and discipline — not activity.

05 Cross-Functional Alignment · 15% of role

Good looks like: Sales, Marketing, Product and Finance plan the year together.

• Lead joint planning with Marketing, Product, Finance and Account Management on targets, launches, billing and handover.
• Support the CEO in the annual planning and forecasting cycle for Kenya.

Lead joint planning with Marketing, Product, Finance and Account Management on targets, launches, billing and handover.

Support the CEO in the annual planning and forecasting cycle for Kenya.

What Success Looks Like

First 90 days

• Time in every region alongside the Regional Managers and field teams
• Audit of quota method, forecast, CoA, CoR and reporting in every region
• Kenya term forecast baselined with the CEO
• Each Regional Manager's termly targets agreed
• Weekly Kenya sales review rhythm running

Time in every region alongside the Regional Managers and field teams

Audit of quota method, forecast, CoA, CoR and reporting in every region

Kenya term forecast baselined with the CEO

Each Regional Manager's termly targets agreed

Weekly Kenya sales review rhythm running

First six months

• Kenya forecast accuracy within ±5%
• One quota, reporting and CRM standard agreed and rolling out across regions
• Every red CoA or CoR with a documented recovery plan
• Year-to-date calibration run fairly and on evidence
• Regular coaching rhythm with every Regional Manager

Kenya forecast accuracy within ±5%

One quota, reporting and CRM standard agreed and rolling out across regions

Every red CoA or CoR with a documented recovery plan

Year-to-date calibration run fairly and on evidence

Regular coaching rhythm with every Regional Manager

First 12 months

• Kenya sales and collection indices at or above 100% for the year
• Cost of Acquisition and Cost of Retention in the green
• Standard quota, reporting and CRM governance live in every region
• Ready successors for at least 70% of Regional Manager roles
• Trusted by the CEO, Finance and Marketing as the owner of the Kenya number

Kenya sales and collection indices at or above 100% for the year

Cost of Acquisition and Cost of Retention in the green

Standard quota, reporting and CRM governance live in every region

Ready successors for at least 70% of Regional Manager roles

Trusted by the CEO, Finance and Marketing as the owner of the Kenya number

What You Bring

Experience

• 8+ years of experience in B2B or field sales, business development or sales management, including at least 3 years leading managers or multi-region sales teams.
• A track record of owning a national or multi-region revenue number — measured in revenue closed and cash collected, not activity.
• Experience designing or running quota, territory and forecasting frameworks, and using cost-of-acquisition and cost-of-retention measures to steer a sales organisation.
• Experience managing collections and commercial discipline at scale without damaging relationships.
• Fluency with CRM platforms, pipeline analytics and forecasting, and comfort presenting results to senior leadership.
• Close, productive partnership with Marketing, Product, Finance and Account Management on targets, pricing, billing and handover.
• A bachelor's degree in Business, Commerce, Marketing, Education, Economics or a related field; an MBA or a certification in Sales, Leadership or Strategy is an advantage.

8+ years of experience in B2B or field sales, business development or sales management, including at least 3 years leading managers or multi-region sales teams.

A track record of owning a national or multi-region revenue number — measured in revenue closed and cash collected, not activity.

Experience designing or running quota, territory and forecasting frameworks, and using cost-of-acquisition and cost-of-retention measures to steer a sales organisation.

Experience managing collections and commercial discipline at scale without damaging relationships.

Fluency with CRM platforms, pipeline analytics and forecasting, and comfort presenting results to senior leadership.

Close, productive partnership with Marketing, Product, Finance and Account Management on targets, pricing, billing and handover.

A bachelor's degree in Business, Commerce, Marketing, Education, Economics or a related field; an MBA or a certification in Sales, Leadership or Strategy is an advantage.

Skills and attributes

• A leader of leaders who coaches Regional Managers to be better, not just busier.
• Commercially accountable — you know Kenya's revenue, collection and cost numbers every week and own the gap.
• Data-fluent — pipeline, whitespace, cohorts, CoA, CoR and forecasts are your working language.
• A system-builder who standardises quota, reporting and operating rhythm so performance can be compared and trusted.
• Market-aware — you understand how Kenyan school markets differ by region, county and school type, and still hold one standard.
• A strong partner to the CEO, Marketing, Product, Finance and Account Management, able to disagree well and commit fully.
• AI-fluent — you use AI to move faster on research, preparation and analysis, with human judgment on top.
• Values-led — integrity, highest standards and empathy show up in how you get results.

A leader of leaders who coaches Regional Managers to be better, not just busier.

Commercially accountable — you know Kenya's revenue, collection and cost numbers every week and own the gap.

Data-fluent — pipeline, whitespace, cohorts, CoA, CoR and forecasts are your working language.

A system-builder who standardises quota, reporting and operating rhythm so performance can be compared and trusted.

Market-aware — you understand how Kenyan school markets differ by region, county and school type, and still hold one standard.

A strong partner to the CEO, Marketing, Product, Finance and Account Management, able to disagree well and commit fully.

AI-fluent — you use AI to move faster on research, preparation and analysis, with human judgment on top.

Values-led — integrity, highest standards and empathy show up in how you get results.

Where you might be coming from

You may be a Head of Sales, National or Regional Sales Manager, or Area or Territory Sales Director — in B2B SaaS, fintech, telecoms, banking or education. Your title matters less than your results.

EXPERIENCE THAT WILL HELP

B2B SaaS or fintech · EdTech or education · Telecoms or banking sales · Multi-region sales leadership in Kenya · Quota, territory and incentive design · Forecasting and revenue planning · CoA and CoR discipline · Collections and credit control · CRM and sales analytics · Coaching and succession planning · Scale-up team building

What This Role Is Not

• Not a single-region role — You hold the Kenya-wide view; Regional Managers run each region day to day.
• Not company strategy — Company strategy, the annual number and other markets sit with the CEO.
• Not Account Management — Sales wins new schools. Account Management protects and grows the ones we already have.
• Not a reporting role — You standardise reporting so leaders can act on it; you do not just collect it.
• Not a super-seller — You still step into the toughest deals, but your results come through leaders and systems.
• Not static — What works this term will be tested, improved or stopped next term.

Not a single-region role — You hold the Kenya-wide view; Regional Managers run each region day to day.

Not company strategy — Company strategy, the annual number and other markets sit with the CEO.

Not Account Management — Sales wins new schools. Account Management protects and grows the ones we already have.

Not a reporting role — You standardise reporting so leaders can act on it; you do not just collect it.

Not a super-seller — You still step into the toughest deals, but your results come through leaders and systems.

Not static — What works this term will be tested, improved or stopped next term.

What We Offer

The chance to lead Kenya sales for one of Africa's most widely used education platforms, trusted by more than 8,500 schools.

A real sales system to build: strong brand familiarity in schools, a connected product suite to sell and a leadership team that values evidence.

Our Culture

At Zeraki, our culture defines how we work, how we make decisions, and how we succeed together. We are united by eight core values: Integrity, Love of Learning, Highest Standards, Deliver Results, Hire & Develop the Best, Manage Through Trust, Empathy, and Have Backbone; Disagree & Commit.

We act with integrity, doing what is right and taking ownership of our actions. We have a love of learning, staying curious and continuously seeking to improve. We hold ourselves to the highest standards, continually raising the bar in the quality of our work, and we deliver results by taking ownership, acting with urgency, and following through on our commitments.

We hire and develop the best, surrounding ourselves with exceptional people and creating opportunities for them to grow and excel. We manage through trust, giving people the context, freedom, responsibility, and accountability to do their best work.

We lead with empathy, creating an environment where people are respected, supported, and able to thrive. And we have backbone, disagree and commit - we speak up when we disagree, challenge ideas respectfully, and once a decision is made, commit fully to making it successful.

Together, these values create a culture of freedom and responsibility, high performance, continuous learning, and meaningful impact, empowering every Zerakian to Be Extraordinary. Copy