Andela

Strategic Account Executive

Andela

full-time

Posted on:

Location Type: Remote

Location: South Africa

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Job Level

SeniorLead

About the role

  • Hunt and win new business
  • Own the full sales cycle from identifying and engaging senior decision-makers to closing and onboarding.
  • Own your territory
  • Your primary market(s) will be in Africa and the Middle East, with an emphasis on Nigeria, Kenya, Morocco, Egypt, South Africa, UAE, and Saudi Arabia.
  • Navigate complex market dynamics
  • Enterprise sales in these markets requires more than a standard playbook. You'll need to structure deals that account for budget cycles, FX considerations, and procurement realities.
  • Build and grow accounts
  • Winning the deal is the beginning. You'll work closely with delivery and customer success teams to ensure clients see value fast, and you'll stay close enough to spot expansion opportunities.
  • Be a cross-functional partner
  • You'll collaborate with marketing, product, and delivery to ensure your clients get a coherent, high-quality experience from first conversation through long-term partnership.
  • Run a disciplined pipeline
  • Manage and forecast your pipeline rigorously in Salesforce or HubSpot.

Requirements

  • 7+ years in B2B enterprise sales at a technology services or SaaS company, with demonstrated track record of net-new business hunting into mid-market and large enterprises
  • Proven track record in quota attainment with documented success.
  • Deep familiarity with at least one of: banking/fintech, telco, energy, high-growth tech scaleups, government-linked entities, or other regulated industries.
  • Be a bridge between US company expectations and local market realities.
  • Proven ability to engage and close at the C-suite level; must be equally comfortable with a CTO discussing engineering challenges and a CFO navigating procurement. Strong negotiation and closing skills are non-negotiable.
  • Experience selling across complex, multi-threaded deal cycles with multiple buyer profiles and long or unpredictable timelines.
  • Can execute with the pipeline discipline to manage it all at 5x coverage.
  • A natural bridge-builder between global company standards and local market realities, including government and regulatory environments, state-owned enterprise dynamics, procurement opacity, and informal influence networks.
  • Can evidence how you use tools and AI to improve multiplication of your role.
  • Proficient in Salesforce; comfortable with pipeline forecasting and funnel analysis.
Benefits
  • Low ego, low drama: You share credit, take blame. You like being wrong because it means someone else had a better idea.
  • One team mentality: You break silos. You put the company and mission first above your team alone. You roll up your sleeves when it matters.
  • Great listener, hungry for feedback: You’re always seeking to improve our product, our business, and yourself. You solicit diverse opinions and deeply listen.
  • Owner, not renter: You see a problem and fix it - or find someone who will. The buck stops with you.
  • Business problem solver: You’re not just a functional expert. You consistently get praised for approaching your work through the lens of solving real business problems.
  • Trust Builder: You have a track record of earning trust with senior executives, local stakeholders, and partners — the kind that takes time to build and compounds over years. In markets where relationships precede transactions, this is your edge.
  • Thrives In Ambiguity: You're energized by building something that doesn't fully exist yet. You create structure where there isn't any, and you stay confident and resourceful when the path isn't clear.
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
B2B enterprise salesquota attainmentnegotiation skillsclosing skillspipeline managementfunnel analysisaccount managementbusiness developmentsales forecastingcustomer success
Soft Skills
cross-functional collaborationrelationship buildingcommunication skillsstrategic thinkingproblem-solvingadaptabilitynegotiationinfluencingcustomer orientationteamwork