Senior Manager: Enterprise & Corporate Sales

Enterprise & Corporate Sales Strategy

• Develop and execute Payfast's Enterprise and Corporate Sales strategy.
• Drive new business acquisition across enterprise and corporate segments.
• Identify and prioritise strategic target accounts and growth opportunities.
• Establish sector-based sales plans across key industries.
• Develop and maintain a robust sales pipeline aligned to revenue objectives.
• Monitor market trends, competitor activities and emerging opportunities.
• Support the development of commercial initiatives that drive market share growth.

New Business Development

• Identify, qualify and secure strategic sales opportunities.
• Develop acquisition plans for priority enterprise and corporate prospects.
• Lead complex sales opportunities from origination through to implementation.
• Manage tender, RFP and procurement-driven sales engagements.
• Prepare and present commercial proposals and business cases.
• Negotiate pricing, commercial terms and strategic agreements.
• Drive cross-sell and upsell opportunities across the Payfast product suite.

Strategic Account Development

• Develop growth strategies for key enterprise and corporate customers.
• Increase wallet share and product adoption within existing accounts.
• Build executive engagement plans for strategic customers.
• Support customer retention and long-term relationship growth.
• Identify opportunities to expand transaction volumes and revenue streams.

Executive Stakeholder Management

• Build relationships with executive and senior decision-makers.
• Engage C-suite stakeholders across Finance, Technology, Operations, Product and Commercial functions.
• Establish Payfast as a trusted strategic payments partner.
• Represent Payfast during strategic customer engagements and industry events.
• Drive executive sponsorship and stakeholder alignment throughout the sales cycle.

Solution Selling & Commercial Leadership

• Understand customer strategies, challenges and growth objectives.
• Position Payfast's payment, commerce and value-added solutions effectively.
• Collaborate with Product, Solutions and Technical teams to structure customer propositions.
• Lead commercial negotiations and contract discussions.
• Ensure commercial outcomes align with profitability and strategic objectives.

Enterprise Pipeline Management

• Maintain an accurate and predictable sales pipeline.
• Deliver regular forecasting and management reporting.
• Monitor sales performance and conversion metrics.
• Ensure CRM compliance and disciplined opportunity management.
• Drive accountability across pipeline progression and deal closure.

Cross-Functional Collaboration

• Partner with Product, Technology, Operations, Risk, Customer Service Excellence and Compliance teams.
• Support the design of complex customer solutions.
• Provide customer and market feedback to influence product development.
• Assist with onboarding and implementation activities where required.
• Ensure customer requirements are effectively translated into delivery plans.

Leadership Responsibilities

• Lead and develop Enterprise and Corporate Business Development Managers.
• Coach and mentor team members to achieve commercial objectives.
• Foster a high-performance sales culture.
• Drive accountability, execution excellence and continuous improvement.
• Support succession planning, recruitment and capability development.
• Promote collaboration across Sales, Partnerships, Product and Operations teams.

Experience/ Skills Required

Qualifications

• Relevant Degree, Diploma or equivalent commercial qualification.
• Business, Sales, Finance or Commerce qualification preferred.

Experience

• Significant experience in B2B sales, business development or commercial leadership roles. 
• Proven experience within payments, fintech, banking, technology, ecommerce or related industries. 
• Demonstrated success selling into enterprise and corporate organisations. 
• Experience engaging and influencing executive and C-suite stakeholders. 
• Proven track record of managing complex solution-based sales opportunities and commercial negotiations. 
• Strong track record of achieving revenue, growth and strategic account objectives.
• Enterprise and corporate sales leadership.
• Strategic business development.
• Consultative and solution selling.
• Commercial and financial acumen.
• Strategic stakeholder management.
• Contract negotiation and deal structuring.
• Executive communication and presentation skills.
• Pipeline and forecasting management.
• Strong collaboration and influencing capability.
• Analytical problem solving and decision making.

Skills & Competencies