B2B Sales Lead at Founders Factory

The Role

• FFA is looking to hire a full-time B2B Sales Lead on a 6-12 month contract. In this role, you will be working hand-in-hand with founders and sales teams of tech startups, to increase their pipelines, skills, process and capacity to win clients and generate revenue.
• This role will be measured on ability to take founders on a journey towards best B2B sales practice, targeting tangible increases in revenue after engagement.
• This is a full-time position in Nairobi, ideally but applicants in Lagos will be considered too.

Responsibilities

• Your responsibilities in essence are to analyse, identify and solve any problems a founder may be having in their path to winning B2B clients.
• Alongside this, you are educating and building capacity for our founders and their teams to sustain and compound on the uplift in sales that you have helped them create.
• Startup assessment, testing and rapid iteration: Diagnosis of the right sales problems to solve for each startup business is essential to focusing your and our founders’ time in the right way to get the maximum impact

Coaching founders and sales teams on: 

• Lead generation: Reliable, repeatable techniques, tools and channels for targeting B2B clients from cold outreach various channels through to lead nurturing
• Value proposition and presentation: Product positioning, storytelling and presentation skills to create resonance with target clients and types of decision-makers
• Sales decks and collateral: Best to get the message across in different contexts, channels and meetings, including material to follow up on presentations and demos
• Pipeline management and nurturing: Use of systems and tools to ensure their pipeline is active, optimised, progressing and yielding results
• Relationship management and negotiation: Complex B2B relationships with multiple stakeholders, needs and decision-making processes, with ability to negotiate at all levels
• Contracting deals: Various stages of contracting from proposal and demos, through to letters of intent and scopes of work, through to final contracts
• Pricing and commercials: Pricing strategies, billing and invoicing mechanisms, and packages that suit client needs
• Corporate savvy: How to navigate typical corporate organisations from setting up meetings, handling agendas across siloes, working with procurement teams and getting through the regulatory and admin hoops
• Renewals and retention: Maintaining relationships, regular engagement, responsive support and reporting to ensure renewals
• Pilots and trials: Low-risk entry-points for clients to try before they buy
• Playbook and supporting tools: Creating templates, guidelines and best practice processes for us to share with all founders, to self-serve and get value immediately  
• Creating sales capacity: Supporting team assessments, skills audits, hiring strategies and candidate reviews for good sales recruitment decisions
• Knowledge transfer and training: Ensuring that any engagement with founders and their teams leaves them independently able to get results without continuous dependence

Job Success Metrics

• Uplift in number of leads
• Uplift in number of client meetings / demos
• Increase in B2B customer numbers ⁠
• Reduction in time taken to acquire customers ⁠Increased revenue for ventures

Candidate Profile

• 8-10 years of relevant experience, including at least 2-3 years in a similar role of coaching and training sales teams and business leaders, rather than direct sales
• You are a scrappy operator and have demonstrated ability to achieve sales results in a variety of contexts, sectors and target clients and industries
• Experience working in, or with, tech startups to understand the pressure, pace and mandates founders are responsible for 
• Experience with a variety of B2B sales strategies and ability to test and adapt strategies, with an experimentation mindset and a data-led approach
• Experience in several CRM platforms that our founders typically have access to such as Hubspot, Freshworks, Zoho, Pipedrive. 
• Experience with lead generation across multiple channels including email campaigns, LinkedIn and other sales tools and event networking
• You are a master communicator, with excellent oral and written skills to set a standard for clear, inspiring and persuasive presentation, messaging and negotiation 
• Exceptional relationship management and people skills; the ability to establish effective and influential working relationships with people at all levels, internally and externally 
• You are a self-starter who thrives in an autonomous role, and takes ownership, with excellent prioritization, self-organization, and execution skills and ability to thrive in a fast-paced environment against measurable outcomes
• Strong critical and creative thinking skills; a proactive approach to solving problems
• You are fast learner, and able to rapidly get to the essence of a business and its products, understand the tech and the domain you are supporting in,  and figure out how to add value fast
• You are a thought-leader in the B2B sales space and can quickly earn trust and respect from our founders and their teams