Director of Enterprise Sales

About Viamo

Mobile technology is revolutionizing how organizations engage with their end users. More than 96% of the world’s population has access to a mobile phone, meaning it is now possible to reach nearly every single person on the planet. Yet 3 billion people living in emerging markets still lack access to relevant, timely, and engaging information in their local languages, and their voices remain underheard. The organizations that serve them lack the technology and capacity to reach them, and many are unaware of the power of mobile technology to meet their organizational goals.

Viamo connects individuals and organisations using digital technology to make better decisions.

With more than 25 million people reached in 2020 alone, we are well on our way to meeting our goal of reaching 50 million people annually by 2023.

About the role

Viamo’s main market to date has been organizations working in the international development sector: bilateral donors, multilateral agencies, international NGOs, government contractors, foundations, etc. Despite this focus, we have experienced organic demand and success with companies working in the commercial sector, including companies such as Facebook, McKinsey&Co, Unilever, DKT, Johnson&Johnson, as well as others in the financial, agriculture, FMCG and healthcare sectors.

We see big potential for expanding this work and are hiring a dedicated team to pursue it, starting with a Director of Enterprise Sales who will be tasked with recruiting and building a team of salespeople, initially based out of East Africa. We are seeking a candidate with enterprise sales experiences as well as an entrepreneurial/intrapreneurial track record of building new ventures with a learning approach.

Our vision is to leverage Viamo’s existing assets (telecom connections, product suite, brand, engineers, designers, implementation team, etc) in select East African markets to offer enterprise solutions to new customers in the commercial sector. Such solutions include: brand awareness, targeted advertising, consumer education, loyalty programs, service hotlines, market studies, longitudinal indices, customer satisfaction polls, training of workforces, etc… all through mobile.

Much as Viamo has done in the international development sector, we hope to learn from our eventual success in East Africa to expand this team to the 40 biggest emerging markets globally. In fact, we believe the opportunity in this market could be significantly larger than our work in the international development sector!

To be clear, this is not a departure from Viamo’s impact-first mission - far from it! We will be looking at each opportunity in this new sector to ensure it contributes to our raison-d’etre of increasing people’s access to the information they need to make decisions for healthy, prosperous lives.

Key Responsibilities

Some of the key activities of the Director of Enterprise Sales include:

  1. Develop and experiment with Viamo’s value proposition in this sector. This includes developing and iterating on new marketing assets including case studies of our work to date.
  2. Develop and continuously improve a sales methodology.
  3. Hire and train a team of salespeople in East Africa (TBD but likely to include Kenya, Tanzania, Uganda).
  4. Create a pipeline of leads, and actively pursue qualified opportunities alongside the growing sales team.
  5. Negotiate and manage expectations with potential customers to ensure repeat business.
  6. Work closely with all relevant Viamo departments (local country offices, engineering, design, implementation, marketing, programs, partnerships and finance) to facilitate the execution of signed contracts.
  7. Work directly with the executive team to refine our vision and expansion plans for this new sector.

Key Performance Indicators

  • Quantitative:
    • Impact, measured by the number of people reached through our work in this new market.
    • Value of signed contracts (per sales staff).
  • Qualitative:
    • Depth of impact of our work in this market on our users.
    • Development of a scalable sales process for the commercial market globally.



Team and Reporting Structure

  • You will be reporting to the Chief Operating Officer, and responsible for hiring a sales team, first in East Africa.

Location

  • Nairobi, Kenya

Profile

We’re looking for someone who has a demonstrated passion for Viamo’s vision and mission, and:

  • At least 8 years of experience in enterprise sales and marketing.
  • A track record of delivering on sales goals with enterprise clients.
  • Experience in an entrepreneurial role. This is a new area of work for Viamo so we need someone who will lead the team through an experimental approach.
  • Experience selling into the FMCGs, agriculture, healthcare and/or financial sectors; minimum sales of >$500k/yr.
  • Experience and a strong network of relationships in East Africa.
  • Experience working in both a cross-functional, multi-cultural team environment and working autonomously to deliver on results with limited day-to-day oversight.
  • Experience in the technology, Saas, software platform and/or mobile industries.

Viamo is an Equal Opportunity Employer. We value diversity and encourage applications from all candidates. We believe that diverse perspectives help our teams to create innovative solutions and understand our global clients' needs. In alignment with our values, we are committed to recruiting and retaining a diverse global workforce without discrimination.

Apply now with a CV and a short cover letter