Senior Sales Manager-Africa & SAARC

Exotel; Gurugram District; On-site; INR 8,695,652 - 14,492,754; Full time

Job summary

Exotel is seeking a Senior Sales Manager to lead enterprise growth across Africa. This field-first role focuses on securing strategic, high-value SaaS deals through executive engagements and long-term partnerships.

You'll own revenue targets, craft territory plans, and collaborate with Product, Delivery, and Customer Success to deliver measurable business value for large enterprises across the region.

Qualifications

• 8–15 years of enterprise sales experience in SaaS or related tech.
• Proven success selling to enterprise customers in Africa or SAARC markets.
• Experience closing high-value, complex enterprise deals.
• Experience building new territories and expanding international markets.
• Strong consultative and value-based selling approach.
• Ability to engage confidently with C-level executives.
• Experience managing long, multi-stakeholder sales cycles.
• Excellent commercial negotiation and deal-closing skills.
• Ability to translate technology into measurable business outcomes.

Responsibilities

• Own revenue target for assigned African markets, driving new logo acquisition and growth.
• Develop and execute territory plans to expand Exotel's presence across existing and new markets.
• Build enterprise pipeline through direct customer engagement, networking, referrals, and partner ecosystems.
• Identify new market opportunities and shape go-to-market strategies for the region.
• Meet customers regularly across territory and build trusted relationships with CXOs and technology leaders.
• Lead executive discovery sessions to understand business priorities and digital transformation initiatives.
• Conduct solution workshops, executive presentations, and business value discussions with enterprise customers.
• Own the complete sales lifecycle from prospecting to closure, collaborating with cross-functional teams.
• Navigate complex buying committees involving business, technology, procurement, legal, and executives.
• Forecast accurately and maintain healthy sales pipelines.
• Expand existing accounts through renewals, upsell, and cross-sell; build executive relationships beyond initial adoption.
• Develop regional partnerships with system integrators and channel partners.
• Represent Exotel at regional events, conferences, and partner engagements.
• Travel 30–50% of the time across assigned African markets.

Skills

Enterprise SaaS sales

Executive engagement

Multi-stakeholder selling

Education

Bachelor's degree

MBA advantageous

Job description

Enterprise SaaS | AI Customer Engagement | International Field Sales

About Exotel

Exotel is a leading AI-first customer engagement platform and business-focused virtual telecom operator, powering over 70 million customer conversations every day across voice, messaging, video, and AI.

Founded in 2011, Exotel serves more than 6,000 businesses across India, Southeast Asia, the Middle East, and Africa through its Omnichannel Contact Centre, Communication APIs, and Conversational AI solutions. Trusted by leading enterprises across BFSI, Retail, Healthcare, Logistics, and Consumer Internet, Exotel enables businesses to deliver reliable, scalable, and intelligent customer experiences.

As we continue to expand across Africa, we're looking for a seasoned enterprise sales professional to help us build the next phase of growth by winning strategic customers and establishing long-term executive relationships across the region.

About the Role

This is not a desk-based sales role.

We're looking for an enterprise seller who believes that large deals are won in customer boardrooms, not just over video calls.

As the Senior Sales Manager – Africa, you will own Exotel's enterprise business across key African markets, driving new logo acquisition, strategic account growth, and market expansion. You'll represent Exotel across the region, spending significant time meeting customers, understanding their business challenges, running executive workshops, and building trusted relationships that lead to long-term partnerships.

You will work with some of the region's largest enterprises, helping them modernize customer engagement using Exotel's AI-powered Communication APIs, Contact Centre, and Conversational AI platform.

If you've built enterprise business by travelling extensively, developing executive relationships face-to-face, and closing complex SaaS deals across Africa or SAARC markets, we'd love to speak with you.

Who Will Succeed in This Role

You’ll thrive if you have personally built enterprise business across Africa or SAARC markets and enjoy developing relationships on the ground.

We’re looking for professionals who have:

• Travelled extensively across South Africa, Kenya, Nigeria, Rwanda, Uganda, Tanzania, Ghana, or SAARC countries for enterprise sales.
• Built markets from scratch through direct customer engagement.
• Closed complex enterprise SaaS or technology deals through relationship-led, consultative selling.
• Experience working with large enterprises through multiple in-person meetings and long sales cycles.
• Successfully managed cross-cultural customer relationships across international markets.
• A passion for understanding local business environments and adapting sales strategies accordingly.

What You’ll Do

Own Enterprise Growth Across Africa

• Own the revenue target for assigned African markets, driving new logo acquisition and strategic account growth.
• Develop and execute territory plans to expand Exotel's presence across existing and new markets.
• Build a strong enterprise pipeline through direct customer engagement, networking, referrals, and partner ecosystems.
• Identify new market opportunities and shape go-to-market strategies for the region.

Build Executive Relationships

• Meet customers regularly across your territory and build trusted relationships with CXOs, business leaders, and technology stakeholders.
• Lead executive discovery sessions to understand business priorities, customer engagement challenges, and digital transformation initiatives.
• Conduct solution workshops, executive presentations, and business value discussions with enterprise customers.
• Become a trusted advisor throughout the customer buying journey.
• Own the complete sales lifecycle from prospecting and qualification through solutioning, commercial negotiations, contracting, and closure.
• Collaborate with Solution Engineering, Product, Customer Success, and Delivery teams to develop winning enterprise solutions.
• Navigate complex buying committees involving business, technology, procurement, legal, and executive stakeholders.
• Drive accurate forecasting and maintain healthy sales pipelines.

Expand Existing Enterprise Accounts

• Identify opportunities for renewals, upselling, and cross-selling across existing customers.
• Partner with Customer Success and Professional Services to ensure successful customer outcomes and long-term account growth.
• Build executive relationships that extend beyond initial product adoption.

Develop Regional Partnerships

• Identify, onboard, and grow strategic regional partners and system integrators.
• Work with channel partners to accelerate market penetration and customer acquisition.
• Represent Exotel at regional industry events, customer forums, and partner engagements.

Travel & Territory Ownership

This is a field-first enterprise sales role requiring regular international travel.

You should expect to:

• Travel 30–50% of the time across assigned African markets.
• Conduct regular face-to-face customer meetings, executive business reviews, and solution workshops.
• Build strong executive relationships through consistent in-person engagement.
• Represent Exotel at customer events, conferences, and industry forums.
• Spend time understanding local market dynamics and building trusted regional networks.

We're specifically looking for candidates who enjoy travelling, meeting customers, and building business through long-term relationships.

What We're Looking For

Experience

• 8–15 years of enterprise sales experience in SaaS, Enterprise Software, AI, Cloud, CPaaS, CCaaS, CRM, Contact Centre, or related technology solutions.
• Proven success selling into enterprise customers across African or SAARC markets.
• Demonstrated experience closing high-value, complex enterprise deals with multiple decision-makers.
• Experience building new territories and expanding international markets.
• Consistent track record of exceeding revenue targets.
• Strong consultative and value-based selling approach.
• Ability to engage confidently with C-level executives and senior technology leaders.
• Experience managing long, multi-stakeholder enterprise sales cycles.
• Excellent commercial negotiation and deal-closing skills.
• Ability to translate technology into measurable business outcomes.

Regional Market Expertise

• Good understanding of business culture across African markets.
• Experience selling through both direct and partner-led channels.
• Existing enterprise network across the region is a strong advantage.
• Comfortable operating across different countries, cultures, and business environments.

Leadership & Ownership

• High ownership mindset with the ability to independently drive regional growth.
• Strong planning, forecasting, and territory management skills.
• Resilient, self-driven, and comfortable working in a fast-growing, target-driven environment.
• Collaborative approach with cross-functional teams including Solution Engineering, Product, Marketing, Customer Success, and Delivery.

Preferred Background

• Experience selling AI, Customer Engagement, Contact Centre, CPaaS, Unified Communications, Customer Experience, CRM, or Cloud platforms.
• Experience working with Banking, Financial Services, Retail, Logistics, Healthcare, Telecom, or Digital Native enterprises.
• Existing relationships with enterprise customers across African markets.
• Experience representing your organisation at customer events, executive forums, and industry conferences.
• Bachelor's degree in Engineering, Business, or a related field. MBA is an added advantage.