Enterprise Sales Manager

Enterprise Sales Manager

Are you a hands-on sales professional who can both win deals and build the infrastructure that makes a sales team more effective? Do you have the commercial instincts to prospect, qualify, and close with senior buyers, while simultaneously building the assets and tracking systems the team needs to scale? If so, this might just be the role for you.

We're looking for an Enterprise Sales Manager who can drive revenue growth by building, managing, and closing a strong pipeline of B2B deals for ALX Enterprise, our corporate training business, and closing other revenue-generating partnerships that support the long-term sustainability of ALX's mission.

Role Summary

As an Enterprise Sales Manager, your mandate is to close deals and generate revenue to contribute to our organisation's financial sustainability. In this role, you will be responsible for hands-on sales activity, building and converting a strong sales pipeline, and establishing revenue-generating partnerships. You will report to the VP, ALX Enterprise.

A key priority of the role is to develop and scale corporate training as a new and strategic growth lever for ALX. This requires a builder mindset, with the ability to originate opportunities, structure offers, and close deals in an evolving space. Beyond corporate training, you will also identify and close additional revenue-generating partnerships and commercial collaborations that contribute directly to the sustainability of ALX's mission.

Specific Responsibilities

Revenue Generation and Pipeline Ownership

• Close new and expansion revenue against a quarterly and annual target.
• Lead complex, multi-stakeholder deals from prospecting to signed contract. Run discovery with CEOs, CHROs, CPOs and L&D heads to understand their strategy and leadership gaps, and work through procurement to close.
• Shape proposals and pricing with the Design and Delivery teams so deals are winnable and protect our margin targets.
• Build and maintain a healthy pipeline of opportunities in a CRM with clear pipeline visibility and forecasting
• Lead responses to selected public-sector RFPs and B2G opportunities.

Business development and activations

• Plan and run Business Development activations: experiential events, executive roundtables, webinars, thought leadership and targeted outbound.
• Turn activations into pipeline, with clear targets for meetings booked, opportunities created and conversion to sales.
• Build and work target account lists by market and sector.

Partnerships

• Build referral and channel partnerships that source qualified deals.
• Identify, structure and close revenue partnerships beyond corporate training, such as sponsorships, access-fee coverage and other commercial collaborations.
• Ensure strong alignment between revenue generation and ALX's mission.

Sales infrastructure and team

• Improve the sales playbook, collateral and process as you learn what wins.
• Coach the current sellers, run the sales rhythm, support our sales boot camps, and hire and onboard the next seller when the numbers justify it.
• Bring win/loss patterns, pricing signals and offer gaps back to the VP and delivery leads.

Client success

• Define the client success scorecard: retention, expansion, satisfaction and on-time renewals.
• Own a clean sales-to-delivery handover and an account-planning rhythm for top clients.

Skill Requirements - Essential

• 8+ years of B2B sales or consulting in enterprise services: L&D, consulting, HR or ed-tech, professional services, or similar, with 3+ years leading people or a commercial function.
• A track record of hitting, and ideally exceeding, revenue targets on complex, six-figure deals with C-suite or HR leadership.
• Experience selling services, learning, consulting or HR solutions to senior HR and business leaders.
• Experience building sales pipelines from scratch, with forecasting discipline
• Evidence of creating and converting demand through multiple sales channels, including events, partnerships, outbound or thought leadership.
• Strong network or experience selling into large companies within Africa and beyond, and comfort working across multiple markets
• Strong results orientation and focus on closing deals.
• High ownership and accountability for revenue outcomes.
• Strong execution discipline and follow-through.

Skill Requirements - Preferred

• Bilingual in French and English
• Commercial mindset and ability to identify value creation opportunities.
• Ability to operate autonomously while staying aligned with strategic priorities.
• Experience with public-sector or RFP-led sales

Person Specification/Attributes

• Courage: Willingness to speak up, challenge the status quo, and embrace new challenges.
• Humility: Openness to learning, seeking help when needed, and a focus on serving others.
• Adventure: A passion for setting ambitious goals, tackling difficult tasks, and finding joy in the journey.
• Initiative: Proactive problem-solving, a sense of ownership, and a willingness to go above and beyond.
• Resilience: The ability to bounce back from setbacks, persevere through challenges, and emerge stronger.
• A closer: The drive and skill to get deals over the line. You create urgency, handle objections with confidence, negotiate without giving away margin, ask for the business, and then make sure the client is set up to succeed after the signature.

Compensation

The role includes a fixed base salary complemented by a variable commission structure tied to revenue generated and partnerships successfully closed.

Employment Type

This role is a full-time position. Remote, Africa-based, with potential travel to client markets.

Preferred Time Zones

The preferred time zones are GMT +1 / GMT +2

This role is remote, Africa-based, with potential travel to client markets. It also requires a lot of virtual collaboration with colleagues and clients across markets, so you'll need to be self-driven and comfortable communicating constantly over video and online tools.