Head, Strategic Enterprise Coverage (Manufacturing) at Multigate Payments Limited

MISSION OF THE ROLE

• Acquire and grow strategic enterprise clients across Sub-Saharan Africa by positioning Multigate's Treasury & Trade Operating System as the core financial infrastructure powering their treasury, payments, cash & liquidity management, FX, and trade flows. This role will secure anchor enterprise clients whose transaction volumes become foundational nodes within the Multigate financial network. Success means establishing Multigate as the treasury infrastructure layer for large corporates in the Financial sector.

Key Outcomes (what Success Looks Like)

The following outcomes define success in this role.

• Revenue Origination:
• Secure $6M+ Annual Recurring Revenue from enterprise clients.
• Target average contract value (ACV): $300K-$1M per client.
• Anchor Enterprise Acquisition:

Acquire 5-8 anchor enterprise clients per year. These clients should typically have:

• Annual payment flows > $500M
• Multi-bank treasury complexity
• Cross-border trade flows
• Network Transaction Flows
• Drive onboarding of enterprise clients that collectively route $5B+ annual payment and FX flows through the Multigate platform.
• Platform Penetration:

Each enterprise client should adopt 2-4 Multigate infrastructure modules, such as:

• Treasury (Cash & Liquidity Management)
• Auto-Reconciled Receivables Collection
• Multi-Bank Connectivity
• Supply Chain Finance
• Trade Finance Management
• FX & Cross-Border Payment Infrastructure
• Strategic Pipeline Discipline
• Maintain 3-5x pipeline coverage of target revenue.
• Develop relationships with 20+ enterprise CFOs / Treasurers annually.
• Vendor Network Expansion (via our Supply Chain Finance [Digital Invoice Discounting Solution])
• Enable enterprise clients to onboard supplier ecosystems onto Multigate infrastructure.
• Target vendor network onboarding: 1,000+ vendors per enterprise client where applicable

Key Responsibilities

• Enterprise Origination: Identify, pursue, and close strategic enterprise clients in the Financial sector
• Executive Relationship Development: Develop trusted relationships with:
• CFOs
• Group Treasurers
• Heads of Finance
• Treasury Operations leaders
• Strategic Solution Sales: Lead enterprise discussions positioning Multigate's infrastructure solutions including:
• Treasury (Cash & Liquidity Management)
• Auto-Reconciled Receivables Collection
• Multi-Bank Connectivity
• Supply Chain Finance
• Trade Finance Management
• FX & Cross-Border Payment Infrastructure
• Complex Enterprise Deal Structuring: Lead negotiations and commercial structuring for:
• Multi-year enterprise infrastructure agreements
• Platform licensing agreements
• Strategic network onboarding initiatives

Requirements
COMPETENCIES (MUST-HAVE SKILLS & BEHAVIORS)

• Enterprise Solution Selling: Ability to lead consultative infrastructure sales involving:
• Complex treasury workflows
• Multi-bank environments
• Regulatory constraints
• Strategic Financial Acumen: Deep understanding of:
• Treasury management
• Liquidity management
• Cross-border payments
• FX markets
• Trade finance structures
• Executive Negotiation: Demonstrated ability to negotiate with C-suite executives and influence large enterprise decisions
• Network Development: Ability to open doors with corporate treasurers, CFOs, and finance leaders across strategic sectors
• Structured Pipeline Management: Disciplined approach to:
• Forecasting
• Opportunity management
• Revenue planning
• Commercial Storytelling: Ability to articulate clear economic value propositions to enterprise clients

CULTURAL ALIGNMENT (MULTIGATE VALUES)
Candidates must demonstrate strong alignment with Multigate's core values:

• Customer Obsession: Prioritizes long-term client trust and value creation
• Excellence in Action: Maintains extremely performance standards
• Agility & Innovation: Adapts quickly to regulatory and financial market dynamics
• Trust & Accountability: Operates with transparency and ownership
• Empowerment & Ownership: takes charge of sales outcomes and team results

Required Experience

• Minimum 10 years experience in enterprise financial infrastructure sales or corporate banking solutions
• Proven track record of closing deals exceeding $250K+ annual contract value
• Typical backgrounds include:
• Transaction Banking Sales
• Treasury Solutions Sales
• Trade Finance Sales
• Corporate Banking Product Sales

KEY PERFORMANCE METRICS

Performance will be evaluated quarterly using the following metrics.

Metric

• Annual Recurring Revenue Closed
• Anchor Enterprise Clients
• Average Contract Value
• Enterprise ERP Payment Flows Onboarded
• Vendor Network Onboarding