Talent Accelerator Africa is hiring a head of enterprise sales & partnerships who will be responsible for owning and delivering our client’s GMV growth, with a specific mandate to scale high-volume solar equipment trading to ₦20B GMV.
About The Role
This role leads Enterprise Sales (solar equipment traders) and Strategic Partnerships (financing, suppliers, and demand partners). It is a financing-first, relationship-led role, focused on repeat, high-quality trading volume, not vanity pipeline growth.
This is not a marketing-led role. This is a capital-velocity, enterprise trading role.
Key Objectives
- Deliver ₦20B GMV through a concentrated portfolio of high-capacity traders
- Ensure repeat, financed trades drive the majority of GMV
- Expand Synafare’s GMV ceiling through partnerships (capital, supply, demand)
- Maintain revenue quality, ensuring growth does not create disproportionate risk
Key Responsibilities
1. Enterprise Sales (Primary Responsibility)
- Own the acquisition and scaling of solar equipment traders (importers, master distributors, wholesalers)
- Identify, qualify, and close traders capable of ₦50M–₦100M+ monthly trading volume
- Structure and manage contract-based trading relationships, including:
- Soft volume commitments
- Pricing frameworks
SLAs and execution expectations
- Personally manage or oversee Tier A traders (top 10–20 accounts)
- Drive repeat trading behaviour, not one-off deals
- Work closely with Credit & Risk to:
- Align credit limits with performance
- Deprioritize or exit underperforming traders
- Ensure GMV is concentrated, predictable, and scalable
2. Strategic Partnerships
- Secure supplier and manufacturer partnerships to improve:
- Pricing
- Availability
- Supply reliability
- Develop demand-side partnerships (installer networks, EPC aggregators, off-takers) as demand signals for traders
- Structure partnerships with clear commercial and risk logic:
- Revenue share
- Volume thresholds
- Risk allocation
- Coordinate with Product and Operations to ensure partnerships are execution-ready
3. Revenue Strategy & Planning
- Own the annual and quarterly GMV plan
- Translate GMV targets into:
- Trader count targets
- Monthly volume targets
- Capital deployment requirements
4. Revenue Team Leadership
- Design and scale a lean, high-impact revenue organization.
- Recruit, train, and manage:
- Enterprise Trader Account Managers
- Partnerships roles
- Develop and enforce trader-first sales playbooks
- Set performance targets tied to:
- Repeat GMV
- Trade quality
- Capital efficiency
- Build a performance culture that prioritises quality over volume
5. Cross-Functional Alignment
- Work closely with:
- Credit & Risk (exposure, defaults, limits)
- Operations (SLAs, fulfillment capacity)
- Product (revenue-critical features)
Finance (pricing, revenue reporting)
- Pricing strategy
- Take-rate frameworks
- Trader incentives and penalties
- Lead weekly revenue and GMV reviews
- Forecast GMV with accuracy and discipline
- Participate in credit committees and risk reviews
Key Performance Indicators (KPIs)
GMV & Growth
- Total GMV
- Monthly GMV run-rate
- GMV per trader
- % GMV from Tier A traders
Quality & Efficiency
- Repeat trade rate
- Capital turnover velocity
- % GMV financed
- Average trade value
Partnerships
- GMV unlocked via partnerships
- Capital secured from financing partners
- Supplier performance and fill rates
Risk (Shared Accountability)
- Default rate
- Delinquency rate
- Exposure concentration
Required Experience & Profile Must-Have
- 6+ years experience in enterprise B2B sales, trading, or partnerships
- Proven experience closing large, relationship-driven deals
- Experience in financing-led, marketplace, or trading businesses
- Strong understanding of capital, liquidity, or inventory-driven models
- Track record of managing few customers, large volume
- Comfort working closely with credit, risk, and operations teams
Nice-to-Have
- Experience in renewable energy, power, equipment or infrastructure trading
- Exposure to supply chain finance, trade finance, or commodity trading
- Experience operating in African or emerging markets
Key Attributes
- Commercially sharp and numbers-driven
- Comfortable saying no to bad GMV
- Understands risk, not just revenue
- Strong relationship builder at senior levels
- Disciplined, structured, and execution-focused
- Ensure no revenue is pursued without execution and risk alignment
Apply Via the link