Country Sales Manager

Zeraki is all about using technology to solve some of the toughest challenges encountered in providing quality education in Africa. Our cutting edge solutions provide insights that enable informed decision making, provide access to quality instruction, and take the stress out of everyday administrative tasks. The Country Sales Manager is the single point of accountability for revenue growth, forecast accuracy, ASP protection, and the development of a high-performance sales culture nationwide.\n\n### Key Responsibilities\n\n#### Sales & Revenue Leadership (60%)\n* Translate the corporate revenue target into manager-level quotas across 9 managers.\n* Design territories using Average Sales Price (ASP), CBC whitespace, and Finance cross-sell potential.\n* Establish milestones and discount guardrails to protect revenue quality.\n* Personally lead enterprise and B2G opportunities (counties, school chains, donor programs).\n* Run weekly forecast governance and maintain ±5% accuracy.\n* Enforce 4x pipeline coverage and stage discipline.\n* Conduct structured deal reviews and recovery plans.\n\n#### Commercial Strategy (15%)\n* Build the CBC acquisition playbook and seasonal campaigns.\n* Operationalize Finance cross-sell into the Analytics customer base.\n* Develop senior school bundling (Analytics + Learning).\n* Create partner and B2G frameworks, RFP processes, and revenue-share models.\n* Align pricing, packaging, and value propositions with Product & CX.\n\n#### Leadership & Capability (15%)\n* Establish manager scorecards (revenue, pipeline, ASP, retention).\n* Run weekly 1:1 coaching with all 9 managers.\n* Define promotion pathways.\n* Drive performance management and attrition control (≤10%).\n\n#### Operations (10%)\n* Drive CRM adoption and data quality.\n* Improve contract turnaround with Finance/Legal SLAs.\n* Implement structured Sales -> CX handover and churn rescue processes.\n* Standardize proposal and pricing approval workflows.\n\n### Competencies Needed\n* Ability to translate corporate strategy into executable GTM plans.\n* Mastery of pipeline management and forecasting.\n* Uses CRM analytics to guide decisions, builds dashboards, conversion models, and ASP tracking.\n* Navigates county, donor, and institutional procurement processes; RFP and bid management.\n* Coaches managers to consistent performance; builds a strong accountability culture.\n* Aligns Sales, CX, Product, and Finance teams; leads without formal authority.\n* Ethical selling practices; compliance with data protection requirements; contract and discount governance.\n* Builds new segments and partnerships; channel strategy development; strengthens brand positioning within the education sector.