Head of Sales

HEAD OF SALES

Permanent | Cape Town| Hybrid

About the Role

We’re bringing on a senior sales leader to take charge of how revenue gets built and won across the telecom, fintech, and enterprise space. You’ll sit at the intersection of strategy and execution – setting direction for where growth comes from, then getting hands-on to close the deals that make it real. This isn’t a role for someone who wants to manage a pipeline from a distance; it’s built for someone who wants to own outcomes end to end.

Driving Growth

• Shape the go-to-market approach for B2B and B2B2C segments, with MNOs, fintechs, and enterprise clients as the primary focus
• Spot untapped revenue opportunities and build the strategy to capture them
• Keep forecasting tight and pipeline reporting honest – no surprises at quarter-end

Winning the Big Deals

• Take the lead on long, complex sales cycles (typically 6 to 18 months) with carrier and enterprise clients
• Personally handle commercial structuring, pricing conversations, and contract negotiation on high-stakes accounts

Connecting Marketing to Revenue

• Set the strategy for how pipeline gets built, including which agencies and channels are used
• Keep a close eye on campaign performance and messaging so marketing spend translates into qualified opportunities
• Make sure marketing is measured against the same revenue and pipeline numbers sales is held to

Building the Partner Ecosystem

• Grow relationships with telcos, retailers, aggregators, and channel partners as an additional route to revenue

Owning the Number

• Take responsibility for the entire funnel – from first marketing touch through to signed contract
• Build a pipeline that’s predictable enough to plan around, not just hope for

What You’ll Bring

• A decade or more (10-15+ years) in B2B sales within telecoms, VAS, or fintech, including 5+ years at a senior leadership level
• A track record of closing enterprise deals, not just influencing them
• Direct experience running a P&L, not just contributing to one
• Background managing marketing or lead-generation functions alongside a sales team
• History selling into telcos or fintechs in emerging or high-growth markets
• Comfort building pipeline from scratch in complex, multi-stakeholder sales environments

How You Operate

• Consultative, enterprise-level selling as second nature
• Sharp commercial instincts – you know how to structure a deal that works for both sides
• A builder’s mindset when it comes to pipeline and demand generation
• Proven ability to grow and lead a team, not just carry your own number
• Decisions backed by data, not gut feel alone

The Kind of Person We’re Looking For

Accountable, commercially switched-on, and comfortable getting into the detail rather than delegating everything. Someone who stays composed and keeps performing when the pressure is on, and who’s driven by outcomes rather than effort for its own sake.

Salt is acting as an Employment Agency in relation to this vacancy.