Senior Enterprise Sales Manager (South Africa)

Duplo is a modern finance and operations platform that helps businesses control, approve, and move money in one place. We replace fragmented expense, approval, and payment workflows with a single, local-first platform built for how businesses actually operate.

We’re growing fast in South Africa and looking for a Senior Enterprise Sales Manager to own revenue growth, build pipeline, and convert high-quality prospects into long-term customers. You’ll play a key role in shaping our GTM motion, establishing Duplo’s commercial presence and revenue engine in South Africa.

You'll own revenue growth and customer acquisition in South Africa, personally closing deals, building pipelines, and establishing Duplo as a credible player in a competitive market.

Key Responsibilities 

Enterprise Revenue Growth & Pipeline Development

• Own the full enterprise sales cycle: target-account selection, outbound prospecting, discovery, solution design, business case, proposal, negotiation and contract execution.
• Personally generate a significant proportion of pipeline through account-based outbound, executive networks, referrals, industry relationships and selected channel opportunities.
• Build and maintain a qualified pipeline with sufficient coverage to achieve quarterly and annual new-business targets.
• Develop disciplined accounts and close plans for priority prospects, mapping business needs, stakeholders, decision criteria, procurement requirements, risks and decision dates.

Enterprise Sales Execution

• Lead high-quality discovery sessions and value-led demos with CFOs, Finance Directors, Operations Leaders, and executive stakeholders.
• Build quantified business cases connecting Duplo’s capabilities to stronger financial control, lower operating cost, better working-capital visibility and revenue impact.
• Multi-thread opportunities across finance, treasury, operations, technology, procurement, legal and executive sponsors, navigating pilots, integrations and information-security reviews through clear mutual action plans.
• Navigate complex procurement processes and manage multiple decision-makers.
• Negotiate commercial terms and close enterprise agreements.
• Address objections relating to pricing, compliance, integrations, and organizational change.
• Maintain accurate pipeline management and provide reliable revenue forecasts.

Market building and go-to-market strategy

• Turn customer conversations into actionable feedback on Duplo’s South African ICP, positioning, packaging, pricing, product priorities and competitive strategy.
• Identify repeatable patterns in qualification, discovery, objection handling and closing, and document them in a scalable South African enterprise-sales playbook.
• Identify and support selected referral, ecosystem and financial-institution relationships where they directly contribute to qualified pipeline and revenue.
• Represent Duplo credibly in the market and provide leadership with evidence-based insight on buying behaviour, market dynamics and competitive positioning.
  
  

Partnerships & Market Presence

• Build and nurture strategic relationships with enterprise customers and prospects, payment partners, financial institutions, and industry stakeholders.
• Represent Duplo at relevant industry events and forums
• Help establish Duplo as a credible, trusted player in the local market
  
  

Requirements: 

• At least seven years’ experience in enterprise B2B technology, SaaS, fintech, payments, ERP or financial-software sales.
• A demonstrable record of meeting or exceeding new-business targets, including personally originating and closing complex enterprise opportunities.
• Experience selling to senior finance, treasury, operations, technology, procurement and C-suite decision-makers in South Africa.
• Evidence of successfully navigating multi-stakeholder, multi-month sales cycles involving pilots, integrations, procurement, legal and commercial negotiation.
• Strong knowledge of the South African enterprise landscape and a relevant network among business and finance decision-makers.
• Strong commercial judgement: you understand value-based selling, pricing, margin, revenue quality and the difference between a signed customer and an activated, revenue-generating one.
• Disciplined pipeline management and forecasting, combined with the resilience and resourcefulness to operate in an early-stage market with limited brand awareness and sales infrastructure.