Job descriptions & requirements
ABOUT THE COMPANY
Zeraki simplifies and enhances the use of technology to deliver quality education, with products for parents, teachers and schools.
JOB SUMMARY
Role SummaryThe Country Sales Manager will lead Zeraki’s commercial organization to deliver the annual revenue target through a structured team of 9 Regional and Associate Regional Managers.The role owns end-to-end revenue strategy, execution, capability building, and cross-functional alignment to scale Zeraki Analytics, Finance, and Learning across CBC, senior schools, and B2G channels within the country.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.Candidate RequirementsEducationBachelor’s degree in Business, Marketing, or related fieldExperience5+ years B2B sales leadership experienceMulti-product portfolio sellingManaging distributed regional teamsEnterprise and/or B2G sales exposureStrong data, analytics, and CRM orientation
RESPONSIBILITIES
Key ResponsibilitiesA. Sales & Revenue Leadership (60%)Translate the corporate revenue target into manager-level quotas across 9 managersDesign territories using ASP, CBC whitespace, and Finance cross-sell potentialEstablish milestones and discount guardrails to protect revenue qualityPersonally lead enterprise and B2G opportunities (counties, school chains, donor programs)Run weekly forecast governance and maintain ±5% accuracyEnforce 4x pipeline coverage and stage disciplineConduct structured deal reviews and recovery plansB. Commercial Strategy (15%)Build the CBC acquisition playbook and seasonal campaignsOperationalize Finance cross-sell into the Analytics customer baseDevelop senior school bundling (Analytics + Learning)Create partner and B2G frameworks, RFP processes, and revenue-share modelsAlign pricing, packaging, and value propositions with Product & CXC. Leadership & Capability (15%)Establish manager scorecards (revenue, pipeline, ASP, retention)Run weekly 1:1 coaching with all 9 managersDefine promotion pathways (RM → SRM → ARM → RM → SRM)Drive performance management and attrition control (≤10%)D. Operations (10%)Drive CRM adoption and data qualityImprove contract turnaround with Finance/Legal SLAsImplement structured Sales → CX handover and churn rescue processesStandardize proposal and pricing approval workflowsCompetencies Needed – Country Sales ManagerStrategic Commercial LeadershipAbility to translate corporate strategy into executable GTM plansTerritory design using market potential and ASP logicBalancing growth, margin, and retentionRevenue Execution ExcellenceMastery of pipeline management and forecastingDeal orchestration across complex stakeholder environmentsPricing discipline and negotiation leadershipData-Driven ManagementUses CRM analytics to guide decisionsBuilds dashboards, conversion models, and ASP trackingForecasts with ≤5% varianceEnterprise & B2G CapabilityNavigates county, donor, and institutional procurement processesRFP and bid managementMulti-stakeholder consensus buildingPeople LeadershipCoaches managers to consistent performanceBuilds a strong accountability cultureTalent identification and succession planningCross-Functional InfluenceAligns Sales, CX, Product, and Finance teamsLeads without formal authorityConverts market feedback into product inputIntegrity & GovernanceEthical selling practicesCompliance with data protection requirementsContract and discount governanceMarket DevelopmentBuilds new segments and partnershipsChannel strategy developmentStrengthens brand positioning within the education sectorReporting StructureReports to: Chief Executive OfficerDirect Reports:Regional ManagersAssociate Regional ManagersDotted Line:Sales OperationsCustomer Experience (CX)Marketing
REQUIRED SKILLS
Sales performance tracking and reporting, Marketing strategy, Storytelling, Leadership skills, Entrepreneurship, Change management, Market research, intelligence, Sales strategy, Business strategy, Sales management
REQUIRED EDUCATION
Bachelor's degree
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