Postes à Soweto, Afrique du Sud

We're seeking a results-driven Head of B2B Sales to scale OfferZen's market share in South Africa and spearhead international expansion. You'll own end-to-end sales strategy and execution – driving revenue growth of 30% per year over the next four years. You know software teams inside‑out, have built and led technical sales teams, and you thrive closing complex deals across multiple stakeholders and geographies.

• Own new business development for platform (Pay as you go (PAYG) and subscriptions) and services (embedded and contracting) from lead creation to closed deal.
• Lead and coach SDRs and AEs: run a crisp operating cadence (stand‑ups, pipeline reviews, call reviews, deal strategy sessions, etc.) and create a culture of continuous improvement.
• Spearhead new business development for contracting – partner with the Head of Contracting Delivery and Head of Marketing including market insights, messaging, enablement, packaging and pricing.
• Drive enterprise selling: build executive relationships (CTO / CIO / CEO), navigate complex stakeholder maps, RFPs, and security / procurement reviews.
• Be the team's deal athlete: step into late‑stage negotiations, untangle blockers (legal, finance, infosec), and model best‑in‑class closing.
• Institutionalise sales methodology (e.g. MEDDIC / Challenger / SPICED) with clear stage definitions, exit criteria and qualification standards.
• Collaborate with the sales team on CRM strategy and data hygiene: turn product usage / intent signals into prioritised, high‑intent leads and sequences the team can execute.
• Forecast with confidence: establish leading indicators, improve predictability, and communicate risks and opportunities clearly.
• Partner with marketing on unified campaigns, events and content; feed the voice of the market back into positioning and messaging.
• Partner with operations, finance and legal to assess the viability of potential deals, ensuring opportunities align with delivery capabilities and operational priorities.
• Partner with operations to scope requirements, remove delivery barriers and ensure a smooth hand‑over from sales to execution, supporting ongoing delivery, account expansion and deal renewals.
• Partner with product to channel market feedback into the product roadmap.
• Build the ecosystem: cultivate referral channels with accelerators, VC funds, employer of record providers and other community partners in SA and abroad.
• Apply smart automation / AI to prospecting, personalisation and call coaching, without losing the human touch.
• Champion clean hand‑offs to delivery: protect brand trust by selling what we can deliver, and delivering what we can sell.

• A repeatable, insight‑driven pipeline that reliably surfaces qualified opportunities for platform and services.
• Significant growth in new contracting business within the first 6 months.
• A confident, coached sales team that knows the playbook, executes it and improves it, constantly.
• Enterprise wins feel de‑risked: fewer surprises late in cycle, smoother legal and procurement, stronger champion development.
• Forecasts match reality: leaders trust your read on the quarter and your rationale for bets.
• CRM is a source of truth: clean data, clear next steps and measurable conversion through each stage.
• Marketing and sales act as one unit: with shared narratives and feedback loops that sharpen targeting, messaging and packaging.
• OfferZen is seen as a trusted advisor to tech leaders: credible on team design, modern engineering practices, and the impact of AI / open source / etc.

• Leadership: 4+ years of experience in SDR / AE roles, with another 4+ years of experience managing or leading a technical sales team.
• Enterprise sales: comfortable with multi‑stakeholder cycles, executive conversations, complex negotiations and RFPs.
• Services context (very strong plus): background in a developer house, contracting firm, IT consulting or tech recruitment.
• Process builder: skilled at implementing qualification frameworks, stage definitions, exit criteria, etc.
• Commercial acumen: pricing, package and deal structuring that protect margin and set delivery up for success.
• CRM & tooling: power user of HubSpot (or a related tool) and sales engagement tools, such as Sales Navigator, Lusha, Apollo, Surfe, etc.
• Communication & presence: clear writer / speaker, credible with CTOs / CIOs / CEOs; excellent listener and negotiator.
• Networked: strong relationships in the South African tech ecosystem; comfortable opening doors locally and internationally.
• Startup DNA: bias to action, resilient, willing to get hands dirty, experiment and iterate quickly; low ego is a must.

We work fully remote and offer 24 days of leave a year, available to use from the time you start. We prioritize balance, continuous learning, and a growth mindset across the team.