About the Role
The Country Sales Manager will lead Zeraki’s commercial organization to deliver the annual revenue target through a structured team of Regional and Associate Regional Managers.
The role owns end-to-end revenue strategy, execution, capability building, and cross-functional alignment to scale Zeraki Analytics, Finance, and Learning across CBC, senior schools, and B2G (Business-to-Government) channels within the country.
The Country Sales Manager is the single point of accountability for revenue growth, forecast accuracy, ASP protection, and the development of a high-performance sales culture nationwide.
Key Responsibilities
Requirements
Key Responsibilities
A. Sales & Revenue Leadership (60%)
Translate the corporate revenue target into manager-level quotas across 9 managers
Design territories using Average sales price (ASP), CBC whitespace, and Finance cross-sell potential
Establish milestones and discount guardrails to protect revenue quality
Personally lead enterprise and B2G opportunities (counties, school chains, donor programs)
Run weekly forecast governance and maintain ±5% accuracy
Enforce 4x pipeline coverage and stage discipline
Conduct structured deal reviews and recovery plans
B. Commercial Strategy (15%)
Build the CBC acquisition playbook and seasonal campaigns
Operationalize Finance cross-sell into the Analytics customer base
Develop senior school bundling (Analytics + Learning)
Create partner and B2G frameworks, RFP processes, and revenue-share models
Align pricing, packaging, and value propositions with Product & CX
C. Leadership & Capability (15%)
Establish manager scorecards (revenue, pipeline, ASP, retention)
Run weekly 1:1 coaching with all 9 managers
Define promotion pathways
Drive performance management and attrition control (≤10%)
D. Operations (10%)
Drive CRM adoption and data quality
Improve contract turnaround with Finance/Legal SLAs
Implement structured Sales → CX handover and churn rescue processes
Standardize proposal and pricing approval workflows
Competencies Needed – Country Sales Manager
Strategic Commercial Leadership
Ability to translate corporate strategy into executable GTM plans
Territory design using market potential and ASP logic
Balancing growth, margin, and retention
Revenue Execution Excellence
Mastery of pipeline management and forecasting
Deal orchestration across complex stakeholder environments
Pricing discipline and negotiation leadership
Data-Driven Management
Uses CRM analytics to guide decisions
Builds dashboards, conversion models, and ASP tracking
Forecasts with ≤5% variance
Enterprise & B2G Capability
Navigates county, donor, and institutional procurement processes
RFP and bid management
Multi-stakeholder consensus building
People Leadership
Coaches managers to consistent performance
Builds a strong accountability culture
Talent identification and succession planning
Cross-Functional Influence
Aligns Sales, CX, Product, and Finance teams
Leads without formal authority
Converts market feedback into product input
Integrity & Governance
Ethical selling practices
Compliance with data protection requirements
Contract and discount governance
Market Development
Builds new segments and partnerships
Channel strategy development
Strengthens brand positioning within the education sector
Candidate Requirements
Education
Bachelor’s degree in Business, Marketing, or related field
Experience
5+ years B2B sales leadership experience
Multi-product portfolio selling
Managing distributed regional teams
Enterprise and/or B2G sales exposure
Strong data, analytics, and CRM orientation
What we offer
● A chance to contribute to a mission-driven company that's making a real difference in education across Africa.
● A collaborative, inclusive, and dynamic work environment where your input is valued.
Our culture
At Zeraki, our strength is rooted in our vibrant culture, driven by a shared commitment for integrity, learning, and excellence. Our environment demands the highest standards and focuses on delivering results. We hire and develop the best, manage through trust, value empathy, and practice having a backbone in all our dealings. We are a team that thrives on freedom, responsibility, and the pursuit of excellence. Joining us means being part of a community dedicated to growth, innovation, and transformation.
About the Company