Sales Executive Job Mastering Business Growth Nairobi, Kenya
Position Summary
The Sales Executive is responsible for generating revenue through end-to-end execution of sales opportunities in the local market, with a primary focus on Contact Centre services. The role owns deal progression from qualified opportunity to closure, ensuring strong conversion performance, active pipeline management, and consistent revenue delivery across both outbound and inbound opportunities.
The role operates within a strategy-led model where targeting, qualification criteria, and commercial guardrails are defined by the Strategy Team. The Sales Executive is accountable for pipeline ownership, deal quality, and execution outcomes — not strategy design.
Key Responsibilities
Pipeline Generation & Prospecting
- Conduct targeted outreach aligned to defined Contact Centre segments and Strategy Team priorities
- Engage and develop prospects into qualified opportunities
- Maintain sufficient pipeline inflow aligned to revenue expectations
Opportunity Creation & Qualification
- Generate and progress qualified opportunities in the local market
- Ensure all opportunities meet defined qualification standards before progression
- Lead structured discovery conversations to define client needs and fit
- Confirm problem clarity, scope, budget range, decision-maker, and timeline
Pipeline Ownership & Deal Progression
- Own a defined pipeline from qualification through to closure
- Maintain consistent deal progression with clear next steps and timelines
- Actively manage pipeline value, movement, and conversion
- Exit weak deals promptly — pipeline hygiene is a performance metric
Deal Execution & Closing
- Own execution of deals from qualified opportunity to signed contract
- Prepare proposals, quotations, and client responses aligned to defined standards
- Lead negotiations and client engagements required to achieve closure
CRM & Process Discipline
- Maintain accurate and up-to-date records in Odoo CRM
- Ensure all activities have clearly defined stages, notes, and next actions
- CRM accuracy is audited and forms part of performance assessment
Market Feedback & Software Opportunity Identification
- Provide structured insights on client needs, objections, and market trends
- Support refinement of targeting, messaging, and strategy inputs
- Identify potential Software Development opportunities during client interactions
- Escalate defined and viable software opportunities per strategy guidance
Key Performance Indicators (KPIs)
| KPI | Description | Weight |
| Deals Closed | Number and value of deals closed — primary performance driver | 40% |
| Lead-to-Close Conversion | Effectiveness converting qualified opportunities into revenue | 20% |
| Pipeline Value & Progression | Strength and movement of active pipeline owned | 15% |
| Qualified Opportunities | Number and quality of opportunities progressed to qualified lead | 10% |
| Prospect to Lead Conversion | Effectiveness of qualification and early-stage progression | 5% |
| CRM Data Accuracy | Accuracy and timeliness of Odoo CRM updates | 5% |
| Pipeline Hygiene | Active management — next steps, movement, exit of weak deals | 5% |
Skills & Competencies Required
Core
- Strong sales, negotiation, and closing capability
- Ability to manage the full deal lifecycle independently
- Structured discovery and qualification methodology
- Ability to manage multiple opportunities simultaneously
- Strong understanding of Contact Centre services
- Ability to identify and shape Software Development opportunities
- CRM proficiency — Odoo or equivalent
- Strong ownership, execution discipline, and client communication
Values & Behaviours
- Trust: Delivers reliable pipeline, accurate forecasting, and disciplined follow-through
- Collaboration: Works closely with the Strategy Team and internal stakeholders
- Innovation: Improves deal positioning and client engagement approaches
- Continuous Learning: Builds deeper understanding of services, clients, and market dynamics
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