Jobs at Ralds and Agate Limited

Mission / Purpose of the Job

• We are looking for a seasoned Sales Professional who will be responsible for monitoring, analyzing, and improving the company’s sales activities, increasing revenue growth and market share by generating new business opportunities.
• The role will also be responsible for generating leads, meeting sales goals, conducting sales presentations, product demonstrations, and negotiating contracts with clients, while building strong client relationships and working closely with the marketing team to position the company’s cybersecurity products effectively.

Job Responsibilities

• Develop and execute sales strategies to drive revenue growth, market expansion, and customer acquisition in the cybersecurity industry
• Lead and manage the sales team to meet and exceed targets, providing guidance, mentorship, and performance reviews
• Generate leads and business opportunities through networking, strategic partnerships, and market research, ensuring conversion to actual sales
• Build and maintain strong relationships with key decision-makers, enterprise clients, and industry stakeholders
• Conduct sales presentations and meetings with prospective clients to promote company products and address their needs
• Negotiate contracts, pricing schedules, and promotional offers with potential clients
• Coordinate sales efforts with marketing programs to enhance brand positioning and customer engagement
• Provide weekly and monthly reports on sales performance, market trends, customer insights, and competitor activities to management
• Maintain accurate client records and continuously update the internal sales and marketing database to reflect prospect status
• Monitor industry trends and cybersecurity market developments to identify new business opportunities and maintain a competitive edge
• Optimize sales processes, CRM usage, and forecasting accuracy to improve efficiency and deal closure rates

Requirements
Work Experience

• 4 – 7 years of sales experience in B2B SaaS or enterprise technology sectors
• Proven track record of exceeding revenue targets and driving business growth in the B2B cybersecurity space

Knowledge:

• Sales processes and pipeline management in B2B SaaS and enterprise technology
• Cybersecurity market landscape and industry trends
• Customer acquisition strategies and revenue growth models
• Market analysis and competitive positioning

Skills:

• Sales and Business Development
• Negotiation and Relationship Management
• Leadership and Team Management
• Strategic Thinking and Market Analysis
• Communication and Presentation
• CRM utilization and data-driven sales execution
• Lead generation, conversion, and pipeline optimization
• Stakeholder engagement and account management
• Behavioral Attributes
• Leadership and Integrity
• Resilience and Adaptability
• Results-Driven Mindset
• Effective Teamwork and Collaboration
• Customer-Focused Approach

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Mission / Purpose of the Job

• The Head of Sales would be responsible for driving the Corporate Sales (CS) revenue growth, overseeing sales operations, team development, customer and key account management, and leading the overall business development strategy.
• The incumbent is required to create a sustainable and visible market for the Corporate Sales BU in Nigeria by strategically growing a network of active clients through sales and marketing initiatives, forging new alliances, and identifying new ways to grow market share.
• This role focuses on achieving aggressive sales targets, increasing market share, and fostering long-term client relationships.

Job Responsibilities
Strategic Leadership and Performance Management:

• Develop overall strategic direction for the business unit.
• Lead and mentor the CS team, setting clear objectives and monitoring performance to exceed targets.
• Design and implement professional development programs to build a high-performing sales team.
• Facilitate collaboration between the sales, marketing, and operations teams to achieve corporate objectives.
• Assists the CS team with the necessary support needed to close sales
• Liaises with Procurement team to provide attractive pricing and timely delivery of supply items
• Participates in open discussions with colleagues to come up with new ideas for company growth
• Coaches, mentors, and trains team members periodically on role expectations, relationship management, competitor analysis, best practices, new trends etc.
• Motivates team members to achieve set goals and exceed set targets
• Role models professional values and etiquette and teaches the team to do the same. Invests in growing self andteam.
• Supports and encourages learning; pursues innovation and new idea generation.

Awareness & Market Research:

• Researches and identifies new business opportunities - including new markets, growth areas, trends, customers, partnerships, products, and services - or new ways of reaching existing markets
• Collaborates with the relevant departments to design promotional strategy and activities
• Demonstrate sound understanding and keen insights of the organization’s business and the market in which the organization operates
• Conduct periodic research in order to gain wider insight of the organization business and market; review business intelligence reports.
• Analyse and send key insights from market
• Conduct and report on market research studies in support of strategic planning and specific business development initiatives
• Effectively collect information on the organization’s markets using research tools and technologies.

Client Service Management:

• Facilitates prompt delivery of supplies to meet customer timelines
• Provides feedback to the internal stakeholders on any issue or dissatisfaction from products/services received by customers and seeks ways of rectifying them
• Follows up with customers on their specifications and provides accurate goods/services as required.
• Provides timely response to Customers’ request for quotations and tenders
• Provides specialist advice on the products and/or services
• Supports and advise clients on product usage to increase customer satisfaction
• Educates the sales executives and customers about the product usage, fabric, composition and stock projections

Revenue Generation & Sales Management:

• Develops and implements strategies towards achieving the set revenue target for the team.
• Supervise lead generation and sales pipeline for the sales team
• Conducts sales forecasts and presents the findings to Management/Board
• Implement the approved business development activities to win new customers
• Attend industry functions, such as exhibitions, conferences, school fun fair, inter-house sport activities workshops, and provide feedback and information on market and creative trends.
• Present to and consult with the senior management on business trends with a view to developing new services, products, and distribution channels.
• Identify opportunities for campaigns, services, and distribution channels that will lead to an increase in sales
• Develop and implement sales strategies to achieve and exceed annual revenue targets.
• Monitor market trends and identify opportunities for revenue growth across the B2B channels
• Analyze sales performance metrics and implement improvement strategies to maximize profitability.
• Build and expand the company’s portfolio in educational supplies, increasing annual revenue contributions.
• Identify new business opportunities in the Education Sector and strategic partnerships.
• Collaborate with cross-functional teams to introduce new products and services, driving innovation and revenue diversification.
• Collaborates with internal and external stakeholders to develop initiatives for attracting and retaining customers

Key Account Management:

• Develops and sustains solid trustworthy relationship between major key accounts.
• Create and execute tailored strategies for each key account to maximize revenue and strengthen partnerships.
• Drive client retention efforts, maintaining a 90% Year-on-Year (YoY) retention rate.
• Identify growth opportunities within key accounts, contributing to 70% of the company’s annual global B2B revenue.
• Negotiate contracts, pricing agreements, and service terms with key clients to ensure mutual satisfaction and business alignment.
• Monitor client satisfaction through regular feedback sessions and implement improvements to enhance the customer experience.
• Develop and maintain strong, long-term relationships with key accounts, ensuring their needs are met and exceeded.
• Act as the primary point of contact for key clients, ensuring timely communication and issue resolution.

Work Experience

• Candidates should possess a Bachelor's or Master's Degree with a minimum of 5 years’ experience as a Sales Leader
• Minimum of 4 years working as a Senior Sales Manager
• Must possess strong existing relationships and access to key decision-makers within the FMCG, Oil & Gas, and Banking & Finance sectors

Knowledge:

• Competitor Analysis
• Industry & Market Knowledge
• Understanding of key marketing principles and practice
• Sales and Marketing
• Business Growth and Development
• Customer Retention and Acquisition etc.

Skills:

• Excellent written and oral communication skills
• Leadership Skills
• Negotiation skills
• Passion for Sales
• Customer Experience Management
• Analytical skills and familiarity with data analysis principles
• Commercial Awareness
• Strong organizational skills
• Relationship Management
• Microsoft Office Proficiency
• Project Management
• Financial Management
• Operations Management
• Time Management
• Drive and Self-Motivation etc

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Mission / Purpose of the Job

• Architect and own the Customer Engineering function. Define how the team operates, who it hires, how it scales, and how its outcomes are measured.
• As a player-coach, will directly manage strategic enterprise accounts while simultaneously building the team, processes, and knowledge systems that allow the CE team function to scale without proportional headcount growth.
• Build a small, elite Customer Engineering team that delivers governance outcomes customers couldn't achieve without the platform - ensuring every fulfilment makes the next one faster and every customer success makes the next customer easier to win.

Job Responsibilities
Operating Model Design & CE Scaling:

• Design and continuously refine the CE team's operating model: work segmentation, account prioritisation, and value delivery at scale
• Build the reusable asset system: after every 2–3 fulfilments, extract one artifact (script, checklist, dashboard template, integration runbook) that eliminates manual repetition
• Rationalise the tool stack to one unified system - the team should spend time delivering, notadministering
• Define scope discipline: what to build now vs. what to delay - protect the team from overengineering while ensuring scale foundations are in place
• Own capacity planning: right-size CE headcount against the fulfilment pipeline; apply strength-based role tilt (technical CE vs. commercial CE)

Strategic Account Leadership:

• Personally own the most strategically important enterprise relationships - embedded in the account, not managed from a distance
• Lead Quarterly Business Reviews with C-suite stakeholders (CISO, CCO, CRO, Board sponsors) at strategic accounts
• Position the organisation as a governance transformation partner: the operating infrastructure for governance programmes
• Identify and close expansion opportunities in strategic accounts: new frameworks, new geographies, multi-entity extension, supply chain risk

KPI Ownership & Performance Management:

• Own the CE team's full KPI framework across delivery, adoption, commercial contribution,and strategic impact • Run the weekly 30-minute KPI review: Time to Governance Value, fulfilment cycle time,multi-stakeholder adoption, NRR contribution, health score distribution
• Conduct monthly variance analysis: distinguish systemic fulfilment problems from one-off account issues; update playbooks accordingly
• Hold the team accountable to governance outcome metrics, not activity metrics, whilemaintaining a culture of psychological safety
• Set and track benchmarks: T2GV by segment, cycle time by account type, feature adoption by module, expansion rate by cohort

Team Building & Talent Development:

• Own CE hiring: define the role profile, conduct technical and behavioural assessments, make final decisions with quality over speed
• Design and maintain the 90-day onboarding programme: new CEs paired with experienced engineers for first 3–4 fulfilments before independent delivery
• Develop specialist tracks: cloud compliance, multi-entity governance, DSPM and data privacy
• build depth so no critical expertise is siloed
• Run quarterly retrospectives: delivery timeline variance, playbook updates, process improvement identification
• Deliver quarterly regulatory briefings: what is changing in the compliance landscape, which] customers are affected, what configuration updates are needed
• Build a culture where knowledge is captured, shared, and improved - each fulfilment makesthe team collectively smarter

Go-To-Market Partnership:

• Act as technical authority in the sales process for enterprise opportunities: join strategic sales calls, lead the discovery architecture, own the POV framing
• Ensure fulfilment-ready clarity before every contract signature - no surprises post-sale about scope, complexity, or integration requirements
• Lead the reference customer programme: cultivate Strategic (≥40%), Mid-Market (≥50%),and SMB (≥75%) customers as active references
• Partner with Marketing on demand generation: CE-sourced case studies, governancetransformation narratives, and quantified customer outcomes
• Own contribution to company NRR: track and drive the expansion revenue influenced bycustomer Engineering delivery quality

Product Intelligence & Platform Roadmap Influence:

• Act as the primary CE interface to Product and Engineering leadership on platform direction
• Ensure ≥50% of the product roadmap is influenced by Customer Engineering customer Intelligence not internal assumptions
• Chair or co-lead the monthly Product Enhancement Council: present top customer feedbackthemes and drive prioritisation
• Identify platform gaps requiring short-term custom workarounds and escalate as highpriority product issues with commercial context
• Translate regulatory changes (e.g., NIS2, DORA, AI governance) into specific platform feature or framework requirements
• Govern the productisation of CE-originated solutions: when a custom script or dashboardtemplate has been built for multiple customers, it becomes a platform feature

Market & Regulatory Leadership:

• Maintain authoritative knowledge of the compliance and regulatory landscape: NIS2 (EU), DORA (EU financial sector), NDPR (Nigeria), POPIA (South Africa), AI Act governanceimplications
• Represent the organisation at industry events, conferences, and thought leadership forumson AI-native governance and compliance transformation
• Brief investors and analysts on CE’s role in the commercial model and NRR performance
• Advise customers proactively on regulatory changes before they become audit findings

Requirements
Work Experience:

• 8+ years in customer-facing technical or consulting roles; 3+ years leading Customer Engineering, Professional Services, or Solutions Architecture teams in B2B SaaS
• Track record of building or significantly scaling a Customer Engineering or Sales Engineering function, including hiring, delivery process design, and KPI ownership
• Deep background in compliance, security, or risk - or demonstrated ability to rapidly build authoritative domain knowledge
• Experience owning enterprise accounts ($250K+ ACV) endto-end including complex scope disputes and expansion negotiations

Knowledge:

• Enterprise compliance frameworks across global jurisdictions (ISO 27001, SOC 2, PCI-DSS, GDPR, NIS2, DORA, NDPR, POPIA, CBN RBF, HIPAA)
• AI governance frameworks and regulatory evolution (including EU AI Act implications)
• Enterprise risk, governance, and compliance operating models
• SaaS delivery lifecycle at enterprise scale in regulated industries
• Governance automation and compliance technology landscape

Skills:

• Customer Engineering function design and scaling
• Enterprise account leadership and executive stakeholder management
• Solutions architecture for complex multi-system environments
• KPI design, operational analytics, and performance management
• Team building, hiring, and organisational design
• Product roadmap influence through customer intelligence
• Go-to-market collaboration across Sales, Product, Engineering, and Marketing
• Regulatory translation into technical platform requirements
• Strategic enterprise negotiation and expansion management

Behavioral Attributes:

• Strong ownership mindset and end-to-end accountability
• Systems thinking with focus on scalable execution models
• Outcome-driven orientation focused on governance value delivery
• Strong executive presence with senior stakeholder credibility
• Ability to operate effectively in ambiguity
• Strong bias for reuse, standardisation, and operational efficiency
• High resilience in complex enterprise environments
• Strong leadership and coaching orientation

Key Competencies:

• Expert-level knowledge: ISO 27001, PCI-DSS, SOC 2, ISO 22301, NDPR, POPIA, CBN RBF, GDPR, NIS2, DORA, HIPAA
• Advisory-level awareness: EU AI Act governance implications, AI governance frameworks, cross-border data sovereignty requirements
• Mastery of enterprise compliance platforms and architectures, able to design multi-domain fulfilment solutions with CTO-level stakeholders
• Fluency in articulating differentiation from GRC incumbents and point solutions across technical and business value dimensions
• Strong awareness of governance automation market trends.