Business Development Manager, South Africa (Fintech/Payments)

Black Pen Recruitment; South Africa; Hybrid; ZAR 1,000,000 - 1,800,000; Full time

Benefits offered by this job

Competitive compensation

Equity or equity-like rewards

Comprehensive benefits

Job summary

Black Pen Recruitment partners with a technology company in South Africa seeking a senior Business Development Manager. You will drive enterprise growth, own a defined territory, and manage complex multi-stakeholder deals while building trusted relationships with key customers.

You will report to the Business Development Lead, work in a hybrid environment, and engage with senior executives to close strategic opportunities.

Qualifications

• 5+ years in enterprise business development, sales, or strategic account management in high-growth B2B environments.
• Proven track record of owning a territory revenue target and hitting goals.
• Experience closing complex, multi-stakeholder enterprise deals in SA.

Responsibilities

• Own enterprise pipeline and revenue targets.
• Lead end-to-end deal execution with multi-product, multi-stakeholder engagements.
• Build and manage senior customer relationships with executives (CFO, CTO, COO).
• Bring product and technical depth to field with APIs and integrations.
• Collaborate across Product, Engineering, Risk, Legal, and Finance.
• Share market insights and raise sales-process discipline.

Skills

Enterprise sales

Territory ownership

Multi-stakeholder deals

CRM discipline

Executive communication

Tools

CRM systems

Job description

Our client is a technology company solving payments problems for businesses. Their mission is to help businesses in Africa become profitable, envied, and loved. They provide a suite of products to help businesses accept payments online and offline, manage their operations, and grow their business. Our client is driven by a commitment to excellence, innovation, and customer satisfaction.

Role overview

The Business Development Manager will be a key contributor to our client's Business Development function in South Africa, reporting directly to the Business Development Lead. You will focus on driving enterprise growth through building and managing a strong pipeline of strategic opportunities. This is a senior individual contributor role. You will own a defined segment or territory, personally manage complex enterprise sales cycles, and build trusted relationships with key customers. You will bring strong commercial instincts, technical fluency, and the ability to navigate multi-stakeholder deals to close.

Job Type: Full Time/Permanent

Location: South Africa

Workplace: Hybrid

Reporting to: Business Development Lead

Requirements

• 5+ years in enterprise business development, sales, or strategic account management in high-growth B2B environments (fintech, payments, SaaS, or financial services strongly preferred).
• Proven track record of owning a territory or segment revenue target and consistently meeting or exceeding goals.
• Demonstrated success closing complex, multi-stakeholder enterprise deals in South Africa; comfortable operating at senior executive level.
• Strong understanding of South Africa’s payments and digital commerce landscape, or the ability to ramp quickly on local market dynamics, regulation, and competitive environment.
• High technical and product fluency - able to understand APIs, integrations, and payments architecture, and to translate between business and technical stakeholders.
• Strong CRM discipline, pipeline management, and forecasting capability.
• Exceptional written and verbal communication skills, with the ability to frame trade-offs and decisions clearly for customers and internal stakeholders.
• Deep alignment with our client’s mission and values.

Nice to Have

• Direct experience with payment gateways, merchant acquiring, or developer-focused fintech products.
• Existing senior-level relationships across South African enterprises in our client's relevant verticals.
• Familiarity with modern sales methodologies (e.g., MEDDIC, Challenger) and revenue operations best practices.

Core Competencies for Success in this Role

The ideal candidate consistently demonstrates the following:

• Scope & Impact: Accountable for enterprise revenue within a defined territory or segment. Influences deal outcomes and customer relationships through personal execution and commercial expertise.
• Decision Making: Makes clear, well-reasoned calls on deal strategy and account priorities. Escalates effectively and knows when to bring in the Business Development Lead.
• Communication & Collaboration: Communicates complex commercial and technical concepts clearly to both customers and internal stakeholders. Builds trust across functions.
• Pipeline Management: Plans and executes over a full fiscal year with accurate forecasting and disciplined territory coverage. Consistently hits targets.
• Product Knowledge & Technical Competence: Understands the business and technical drivers of customer requirements, engages credibly at senior levels, and finds win-win deal opportunities for customers and our client.
• Sales Process Execution: Executes the full sales cycle with strong process discipline and an intuitive grasp of what moves deals. Regarded internally as a subject matter expert on enterprise sales.

Responsibilities

• Own enterprise pipeline and revenue targets Maintain an accurate pipeline, forecast consistently, and hit your targets.
• Lead complex deal execution Own the end-to-end sales cycle for your accounts - from prospecting through close. Manage multi-product, multi-stakeholder engagements with discipline and creativity, knowing which levers to pull to move deals forward.
• Build and manage senior customer relationships Engage with senior decision-makers (CFO, CTO, COO) at key accounts. Understand their business drivers, shape mutually beneficial deal structures, and position our client as a trusted payments partner.
• Bring product and technical depth to the field Maintain strong product and technical fluency (APIs, integrations, payments architecture). Use this knowledge to articulate customer requirements internally and co-create solutions with Product and Engineering.
• Collaborate cross-functionally Work closely with Product, Engineering, Risk, Support, Legal, and Finance to unlock customer value. Escalate effectively to the Business Development Lead where cross-functional decisions require senior input.
• Contribute to team learning and standards Share market and deal insights proactively. Help raise the bar on sales process discipline, CRM hygiene, and commercial best practices across the team.

Why Join our client ?

• High impact: You will directly shape how our client wins the South African enterprise market, with scope to own meaningful revenue and customer relationships.
• Strong backing: Operate with the agility of a growth-stage African fintech.
• Growth and learning: Work alongside top-tier colleagues across Africa and globally, with meaningful opportunities for progression into leadership.
• Competitive total rewards: Market-leading base compensation, performance-based variable pay, equity, and comprehensive benefits.