Location: Nairobi, Kenya (On-site, Ngong Road)
Reports To: Head of Business
Industry: Software / SaaS / Fintech / Expense Management

About the Employer

Our client is a fast-growing technology company offering a centralized, automated spend-management platform that helps businesses gain real-time visibility and control over expenses. The platform streamlines approvals, enforces financial policies, integrates seamlessly with ERPs, and uses analytics to reduce costs, prevent fraud, and enhance decision-making.

As they expand their footprint across SMEs and mid-market organizations in Africa, we are seeking a high-performing Business Developer with strong experience selling software solutions (SaaS / fintech / B2B platforms) to drive the next phase of growth.

Role Overview

The Business Developer will be responsible for end-to-end B2B sales—from prospecting and qualifying leads to conducting product demos, negotiating contracts, and closing deals. You will focus on selling the spend-management platform to finance teams, founders, and business decision-makers, while maintaining a predictable, healthy pipeline.

This role is ideal for a driven, ambitious individual with a proven background in software sales, consultative selling, and B2B relationship building.

Key Responsibilities

• New Business & Pipeline Generation
  • Identify and prospect MSMEs and mid-market companies that would benefit from the solution.
  • Generate qualified leads through calls, emails, LinkedIn, events, and partner networks.
  • Maintain a strong pipeline aligned with monthly and quarterly sales targets.
• Full Software Sales Cycle
  • Conduct discovery calls to understand client workflows, approval processes, and ERP environments.
  • Deliver customized product demos to finance leaders and key decision-makers.
  • Prepare proposals, handle objections, negotiate pricing, and close deals.
  • Ensure smooth handover to Customer Success for onboarding.
• Consultative & Solution Selling
  • Map client pain points to relevant platform features.
  • Work with Product/Tech teams to scope integrations with ERPs, accounting tools, or banking partners.
  • Recommend appropriate modules, add-ons, and usage tiers to maximize client value.
• Upsell & Expansion
  • Identify opportunities within existing accounts for additional features, users, or services.
  • Collaborate with Customer Success to drive expansion revenue and referrals.
• Reporting & SLA Compliance
  • Update CRM with all activities, deal stages, and next steps.
  • Share accurate weekly/monthly forecasts.
  • Meet turnaround times for proposals, follow-ups, and prospect communication.
• Collaboration & Market Insights
  • Support Marketing with targeted campaigns and events.
  • Share structured feedback on pricing, feature requests, objections, and competitors.
  • Participate in product and GTM review sessions.

Key Performance Indicators (KPIs)

• The final KPIs will be confirmed at onboarding, but will generally include:
• Monthly KES value of closed revenue
• Number of new deals closed per month/quarter
• Demo-to-close conversion rate
• Outreach activity metrics (calls, meetings, demos)
• Upsell/cross-sell conversions within 6–12 months
• SLA compliance (follow-ups, turnaround times)
• Client satisfaction scores at handover

Requirements

Must-Have

• Proven experience selling software products or services (SaaS, fintech, B2B platforms, ERPs).
• Strong track record of meeting/exceeding B2B sales targets.
• Hands-on experience with discovery, qualification, product demos, ROI conversations, and closing.
• Comfortable selling to founders, CFOs, finance managers, and senior executives.
• Excellent communication, proposal writing, and presentation skills.
• Strong pipeline management, organization, and CRM discipline.
• Self-driven, proactive, and comfortable in a fast-paced startup environment.

Nice-to-Have

• Experience selling expense management, ERP, accounting or finance-related software.
• Network within MSMEs, mid-market businesses, or ecosystem players (banks, accountants, ERPs).