Our client, a Nairobi, Kenya-headquartered cloud communications and VoIP solutions provider with operations across multiple markets, is seeking an experienced, results-driven and commercially minded Business Development Lead / Manager to lead its business development and revenue growth initiatives in Zambia.

The successful candidate will be responsible for driving new business acquisition, expanding enterprise customer base, developing strategic partnerships and building a strong, sustainable sales pipeline. The role requires an individual who can combine strategic thinking with hands-on sales execution and who understands the SaaS, Telecommunications, ICT, VoIP and cloud communications landscape.

Key Responsibilities

1. Business Development & Revenue Growth

• Identify, pursue and secure high-value B2B and enterprise business opportunities.
• Engage senior and C-level decision-makers and present compelling business solutions.
• Manage the full sales cycle, from prospecting and qualification through to proposals, negotiations and deal closure.
• Consistently work towards and exceed monthly and quarterly revenue targets.

2. Sales Pipeline Management

• Develop and maintain a high-quality sales pipeline with a minimum 3x coverage of quarterly revenue targets.
• Monitor sales opportunities and continuously improve conversion rates and sales velocity.
• Provide accurate sales forecasts and regular updates on pipeline performance.

3. Strategic Partnerships & Channel Development

• Identify, recruit and develop strategic partners, including resellers, systems integrators and affiliate partners.
• Build strong relationships with partners to generate new revenue opportunities.
• Develop partner enablement initiatives, including training, joint business planning and co-marketing activities.

4. Market Development & Competitive Intelligence

• Conduct market and competitor analysis to identify emerging opportunities and potential threats.
• Develop actionable business development strategies based on market intelligence.
• Represent the Company at relevant industry events, forums and networking opportunities to strengthen the company’s market presence and credibility.

5. Client Relationship Management

• Develop and maintain strong relationships with key client stakeholders.
• Drive customer satisfaction, retention and account expansion.
• Identify opportunities for upselling and cross-selling to existing clients.

6. CRM & Performance Management

• Maintain accurate and up-to-date records within the CRM system, preferably Zoho CRM or an equivalent platform.
• Track sales activities, opportunities, proposals and conversions.
• Provide data-driven insights and recommendations to management to support commercial decision-making.

Qualifications & Experience

The ideal candidate should have:

• A minimum of 7 years’ progressive experience in B2B sales and business development, preferably within SaaS, Telecommunications or ICT.
• A Bachelor’s degree or Diploma in Information Technology, ICT, Business Administration or a related discipline.
• Strong practical knowledge of VoIP technologies, including SIP trunking and cloud communication platforms.
• Advanced experience using CRM systems, preferably Zoho CRM or an equivalent platform.
• Demonstrable knowledge of the Zambian business environment, market dynamics and buyer behaviour.
• Proven experience in enterprise sales, strategic account management and business partnership development.

What We Are Looking For

We are looking for a high-energy commercial leader who can open doors, win enterprise clients, build strategic partnerships and turn opportunities into measurable revenue growth.

If you have a proven track record in B2B business development and are passionate about technology, telecommunications and cloud communications, we would like to hear from you.

• Identify, pursue and secure high-value B2B and enterprise business opportunities.
• Engage senior and C-level decision-makers and present compelling business solutions.
• Manage the full sales cycle, from prospecting and qualification through to proposals, negotiations and deal closure.
• Consistently work towards and exceed monthly and quarterly revenue targets.
• Develop and maintain a high-quality sales pipeline with a minimum 3x coverage of quarterly revenue targets.
• Monitor sales opportunities and continuously improve conversion rates and sales velocity.
• Provide accurate sales forecasts and regular updates on pipeline performance.
• Identify, recruit and develop strategic partners, including resellers, systems integrators and affiliate partners.
• Build strong relationships with partners to generate new revenue opportunities.
• Develop partner enablement initiatives, including training, joint business planning and co-marketing activities.
• Conduct market and competitor analysis to identify emerging opportunities and potential threats.
• Develop actionable business development strategies based on market intelligence.
• Represent the Company at relevant industry events, forums and networking opportunities to strengthen the company’s market presence and credibility.
• Develop and maintain strong relationships with key client stakeholders.
• Drive customer satisfaction, retention and account expansion.
• Identify opportunities for upselling and cross-selling to existing clients.
• Maintain accurate and up-to-date records within the CRM system, preferably Zoho CRM or an equivalent platform.
• Track sales activities, opportunities, proposals and conversions.
• Provide data-driven insights and recommendations to management to support commercial decision-making.

• B2B sales
• Business development
• SaaS
• Telecommunications
• ICT
• VoIP
• Cloud communications
• CRM systems (Zoho CRM or equivalent)
• Enterprise sales
• Strategic account management
• Business partnership development
• Market analysis
• Competitive intelligence
• Sales pipeline management
• Revenue growth initiatives
• Strategic thinking
• Hands-on sales execution

• A minimum of 7 years’ progressive experience in B2B sales and business development, preferably within SaaS, Telecommunications or ICT.
• A Bachelor’s degree or Diploma in Information Technology, ICT, Business Administration or a related discipline.
• Strong practical knowledge of VoIP technologies, including SIP trunking and cloud communication platforms.
• Advanced experience using CRM systems, preferably Zoho CRM or an equivalent platform.
• Demonstrable knowledge of the Zambian business environment, market dynamics and buyer behaviour.
• Proven experience in enterprise sales, strategic account management and business partnership development.