Head of Sales

Salt Digital Recruitment; Cape Town; Hybrid; ZAR 2,000,000 - 3,500,000; Full time

Job summary

Salt Digital Recruitment in Cape Town is looking for a Head of Sales to own revenue, strategy and execution across telecom, fintech and enterprise segments. This hybrid role sits in Cape Town with responsibility for shaping GTM, pricing, and closing complex enterprise deals.

You will lead a data-driven sales organization, build pipeline from scratch, and align marketing to revenue. 10-15+ years in senior B2B sales, P&L experience, and a proven track record closing large deals are required.

Qualifications

• 10-15+ years in B2B sales across telecoms/VAS/fintech.
• 5+ years in senior leadership.
• Proven track record closing enterprise deals.
• Experience running a P&L.
• Experience leading marketing/lead-gen alongside sales.
• History selling into telcos/fintechs in emerging markets.
• Ability to build pipeline from scratch in complex environments.

Responsibilities

• Shape go-to-market strategy for B2B and B2B2C with telcos, fintechs, and enterprises.
• Own end-to-end revenue growth and forecast with tight pipeline discipline.
• Lead long, complex deals (6–18 months) with carrier and enterprise clients.
• Align marketing to revenue; manage channels and campaigns for qualified opportunities.
• Build and nurture a partner ecosystem with telcos and channel partners.
• Lead and develop a high-performing sales team; base decisions on data.

Skills

Sales leadership

Enterprise sales

B2B sales

P&L management

Marketing alignment

Telcos

Fintechs

Pipeline building

Data-driven

Deal closing

Job description

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.