Country Sales Manager

Role purpose

The Country Manager is responsible for building and growing our commercial presence in Rwanda. As the most senior person on the ground, you will own the country revenue target, lead and develop the local sales team, and take care of the light operational and administrative matters needed to run the business day to day. You will represent the company to customers, channel partners, telecom operators and regulators, and act as the local face of the organization while working closely with the GM Sales in Kenya and central support functions.

Key responsibilities

Sales & revenue (primary focus)

•   Own the number. Deliver the agreed Rwanda sales and revenue targets (new business, expansion and renewals), with accurate forecasting.

•   Build and execute the country go-to-market plan across direct sales and channel/partner routes.

•   Drive the full sales cycle for strategic accounts: prospecting, qualification, solution selling, negotiation and close.

•   Grow recurring revenue (ARR/MRR) by improving retention, reducing churn and expanding existing accounts.

•   Maintain a healthy, well-qualified pipeline and keep the CRM (e.g. Salesforce / HubSpot) accurate and up to date.

Team leadership & development

•   Recruit, lead, coach and motivate the local sales team; set individual targets and manage performance.

•   Instil a disciplined sales methodology, weekly cadence, and a high-performance, accountable culture.

•   Develop talent and succession within the team as the market scales.

Light operations & administration

•   Run day-to-day country operations: office/logistics, local vendors and suppliers, and general administration.

•   Compliance liaison. Work with central finance/HR and local advisors to keep the business compliant — company filings, RSSB contributions, PAYE/tax, work permits and statutory obligations.

•   Support local finance operations: assist with invoicing, collections and expense oversight in coordination with the Kenya finance team.

•   Data protection. Ensure customer and employee data are handled in line with the Law relating to the protection of personal data and privacy, 2021.

Market, partnerships & stakeholders

•   Build and manage relationships with channel partners, resellers, telecom operators and key enterprise customers.

•   Regulatory & government relations. Represent the company with relevant authorities, including the Rwanda Utilities Regulatory Authority (RURA), and keep abreast of local regulatory developments.

•   Provide market intelligence — competitor activity, pricing, customer needs and opportunities — back to the GM Sales and leadership team.

Key performance indicators

•   Achievement of Rwanda revenue and new-business targets (quarterly and annual).

•   Pipeline coverage and forecast accuracy.

•   Net revenue retention / churn.

•   Sales team attainment, productivity and retention.

•   Timely, compliant country operations (statutory, financial and administrative).

Qualifications & experience

•   Bachelor's degree in business, IT, engineering, marketing or a related field; a relevant postgraduate qualification (e.g. MBA) is an advantage.

•   8–12 years' experience in B2B / enterprise sales within technology, telecom or SaaS, including at least 3–5 years leading a sales team.

•   Demonstrable track record of consistently meeting or exceeding revenue targets and building teams from an early stage.

•   Deep local market knowledge. Strong existing network across enterprise, government and/or channel ecosystems in Rwanda.

•   Comfortable operating with autonomy in a lean, fast-moving environment where you also handle operational and administrative matters.

•   Solid commercial and basic financial acumen; comfortable with CRM and sales analytics tools.

Skills & competencies

•   Excellent consultative selling, negotiation and closing skills.

•   Strong leadership presence and the ability to build, coach and inspire a team.

•   Sound judgement and integrity; able to represent the company credibly with senior stakeholders and regulators.

•   Organised, hands-on and self-directed; able to balance revenue focus with operational responsibilities.

•   Strong communication and cross-cultural collaboration skills, working with a regional (Kenya-based) leadership team.

Language requirements

•   Fluency in English is required. Proficiency in Kinyarwanda and/or French is a strong advantage and important for customer, partner and government engagement.

What we offer

• Competitive base salary plus performance-based commission/bonus, statutory and company benefits, and the opportunity to build and lead a market as we scale across the region.

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