Sales Executive

TrueNorth Group; Wes-Kaap; On-site; ZAR 500,000 - 800,000; Full time

Job summary

TrueNorth Group is seeking a Sales Executive to drive new business growth across its Data and AI services portfolio in South Africa. You will be responsible for exceeding revenue targets and establishing relationships with senior decision-makers.

This role demands a consultative sales approach, working with Marketing to generate pipeline and crafting tailored client solutions. Candidates should possess a strong track record in B2B sales of complex offerings and excellent communication skills.

Qualifications

• 5+ years of B2B sales experience selling complex solutions in Data, AI, or professional services.
• Proven track record of meeting/exceeding annual new business targets (R12M+).
• Strong consultative selling capability, including managing multi-stakeholder sales cycles.

Responsibilities

• Own and exceed annual new-business revenue targets.
• Develop and execute a territory plan for high-value prospects.
• Lead consultative sales cycles from first conversation through close.

Skills

B2B sales experience

Solution-oriented selling

Consultative selling

Communication skills

Education

Bachelor's degree or equivalent practical experience

Tools

HubSpot

Job description

TrueNorth Group is a Data and AI professional services company helping organizations across South Africa turn data into meaningful business value. We work with mid‑market and enterprise clients to solve complex challenges through advanced analytics, machine learning, and AI‑driven solutions that deliver measurable outcomes.

AI sits at the heart of what we do. We support clients across every stage of their transformation journey, from identifying the right opportunities and building strong data foundations, to designing, deploying, and scaling production‑ready intelligent systems. Whether an organization is taking its first steps with generative AI or embedding agents, copilots, and machine learning into day‑to‑day operations, we bring the strategy, technical capability, and delivery expertise to make it real.

Our approach is deliberately platform‑agnostic. We do not force clients into a single technology stack; instead, we choose the right tools for the right problem and integrate them into solutions built around business outcomes. This means working closely with leading technology partners, including Microsoft and Anthropic, and combining their capabilities with our own engineering depth and practical delivery experience.

We are building an ambitious, client‑focused, outcomes‑driven business, and a South African sales team to match. At TrueNorth, we believe the best work happens where commercial thinking, trusted relationships, and technical excellence come together to help clients move faster, make smarter decisions, and unlock the full potential of Data and AI.

The Role

SALES EXECUTIVE

We are looking for a driven, consultative Business Development Lead to join our growing South African team and lead new business growth across our Data and AI professional services portfolio.

Reporting directly to the CEO, you will own a personal revenue target and the pipeline required to achieve it. You will build trusted relationships with senior decision‑makers, develop a deep understanding of their business and transformation priorities, and position the right combination of TrueNorth’s advisory, engineering, and AI capabilities to deliver measurable outcomes.

This is a role for a commercially minded, highly accountable seller who thrives in complex, solutions‑led environments. You will work closely with Marketing to create and accelerate pipeline, and partner with technical and delivery leaders to shape compelling, tailored propositions that solve real client problems.

If you are energized by opening doors, navigating executive conversations, and helping organizations unlock value from Data and AI, this role offers the opportunity to make a meaningful impact in a high‑growth business.

What You’ll Do

Responsibilities

• Own and exceed annual new‑business revenue targets through net‑new logo acquisition and growth of existing accounts.
• Develop and execute a territory plan that identifies, prioritises, and pursues high‑value prospects across South African mid‑market and enterprise organisations.
• Partner with Marketing to refine, create, qualify, and accelerate pipeline, turning campaigns, content, and events into qualified meetings and opportunities.
• Lead consultative, multi‑stakeholder sales cycles from first conversation through close, navigating complex evaluations and executive buying committees.
• Develop a deep understanding of each prospect’s business, data, AI, and transformation priorities, and position TrueNorth’s capabilities with clarity and confidence.
• Collaborate with technical pre‑sales, delivery, and partner leaders to shape solution approaches, statements of work, and compelling proposals.
• Build and maintain trusted relationships with senior decision‑makers, including CEOs, CFOs, CIOs, CTOs, CDOs, Heads of Data & AI, and business executives.
• Maintain disciplined pipeline hygiene, accurate forecasting, and clear account intelligence in HubSpot.
• Stay current on the Data, AI, cloud, and analytics landscape, including the offerings of Microsoft, Anthropic, and other key partners, and represent TrueNorth in relevant market and partner conversations.

What We're Looking For

We’re looking for a high‑performing, commercially minded sales professional who is confident operating in complex, consultative environments and motivated by building meaningful client relationships, shaping opportunities, and delivering measurable growth.

Must Have

• 5+ years of B2B sales experience selling complex, solution‑oriented offerings in Data, AI, analytics, cloud, or professional services.
• A proven track record of consistently meeting or exceeding annual new business targets (R12M+ or equivalent).
• Strong consultative selling capability, including discovery, needs analysis, solution positioning, and managing multi‑stakeholder sales cycles.
• The ability to translate technical concepts into clear business value for executive audiences.
• Excellent written and verbal communication, presentation, and negotiation skills.
• A self‑starter mindset, with the ability to build territory, generate pipeline, and work effectively with a high degree of autonomy.
• Experience using modern CRM, pipeline management, and forecasting tools (HubSpot preferred).

Nice to Have

• Experience selling within or alongside the Microsoft and/or Anthropic partner ecosystems (including Azure, Fabric, Power Platform, Microsoft 365 Copilot, or Claude).
• A working knowledge of modern data platforms, machine learning, and generative AI, and how organizations derive value from them.
• An established network of senior buyers within South African mid‑market and enterprise organisations, including CEOs, CFOs, CIOs, CTOs, CDOs, and Heads of Data & AI.
• Prior experience in a consultancy, systems integrator, or professional services environment.
• A bachelor’s degree or equivalent practical experience.