Head of Sales

We are looking for a high-energy, deeply disciplined Head of Sales to step into an already-moving machine and immediately lead it to scale. The pipeline is built. The GTM is defined. What we need now is the leadership to convert that opportunity into consistent, predictable revenue — fast.

This is a player-coach role with real urgency behind it. You will manage and coach the sales team, install a disciplined operating cadence, and personally contribute to closing key accounts, all at the same time. We are a startup operating at startup speed, and we need someone who is energised by that, not exhausted by it.

What You Will Do

Team Leadership & Coaching (Coach)

• Take immediate ownership of the sales team — assess capability, set standards, and begin coaching from day one
• Run structured 1-on-1s, daily standups, and pipeline reviews with clear accountability frameworks
• Design and deliver a hands-on capacity building programme that sharpens the team's pitch, objection handling, and closing discipline
• Create a high-performance culture — competitive, supportive, and relentlessly focused on outcomes
• Identify underperformance early and act decisively — coaching up or making hard calls

Sales Operating Cadence (Architect)

• Implement a disciplined sales operating rhythm immediately: daily activity tracking, weekly forecasting, pipeline hygiene, and deal progression reviews
• Define and enforce a consistent sales methodology across every rep and every deal
• Own CRM discipline — ensure every interaction, stage, and forecast number is accurate and current
• Build reporting infrastructure that gives leadership full visibility into pipeline health, conversion rates, and team performance in real time
• Establish clear individual and team KPIs tied directly to the May 30th account activation target

Revenue Contribution (Player)

• Personally engage on strategic and complex accounts to accelerate conversion
• Model the selling behaviours, energy, and professionalism expected of every team member
• Support reps in late-stage deals — sit in on pitches, negotiate alongside them, and help close

Commercial Collaboration

• Work in close alignment with the Head of Revenue & Partnerships and CEO on pipeline prioritisation, resourcing, and strategy
• Provide clean, honest, timely forecasts — no sandbagging, no noise

Feed market and client insights back into GTM refinement and product conversations

What Success Looks Like

First 30 Days

• Full command of the existing pipeline, team capability, and conversion gaps
• Sales operating cadence live: daily standups, pipeline reviews, activity tracking, and CRM hygiene enforced
• Individual performance baselines set with clear targets and development plans for each rep
• Personal contribution to active deals underway

First 90 Days

• GMV targets on track with accounts activated and properties live
• Team operating with a consistent, coached sales methodology across every stage of the funnel
• Conversion rates, deal velocity, and activity metrics trending in the right direction
• Capacity building programme delivering visible improvement in team output and confidence
• Clean, reliable weekly forecast being delivered to Head of Revenue & Partnerships and CEO

• 12+ years of B2B sales experience with a consistent track record of quota attainment
• 5+ years leading sales teams, with measurable impact on team performance and revenue outcomes
• Proven ability to operate as a player-coach — closing deals while developing people simultaneously
• Experience implementing sales operating systems and coaching frameworks, not just inheriting them
  • Track record of performing in fast-moving, high-accountability environments
• Experience selling into hotels, lodges, or hospitality and travel brands is a plus but not required
• Familiarity with the East African market and on-the-ground commercial dynamics is a strong advantage

Skills & Competencies

• Exceptional pipeline management — knows exactly where every deal stands and what it takes to move it
• Strong CRM discipline (Salesforce, HubSpot, or equivalent)
• Proven coaching ability — can identify a skills gap and close it quickly through practical training
• Sharp commercial instincts — reads people, rooms, and deals accurately
• Data fluency — builds and interprets dashboards, forecasts, and conversion metrics with ease
• Clear, direct communicator with strong executive presence

Who You Are

• High energy — you bring the room up, not down; your presence raises the team's intensity
• High aptitude — you learn fast, adapt fast, and solve problems before they escalate
• Genuinely positive — not performatively optimistic, but someone whose default orientation is possibility and momentum
• A builder who finds structure energising, not bureaucratic
• Someone who holds themselves to the same standard they hold their team
• Comfortable with ambiguity, but allergic to lack of discipline
• You move with urgency without creating c

Shukran is building the generosity infrastructure for travel and hospitality — combining digital tipping and contextual donations into a seamless experience for guests and operators. We partner with hotels, lodges, camps and service brands to enable cashless generosity that increases earnings for service teams while giving management real-time visibility into guest sentiment and performance.

Shukran is a high-ownership, execution-driven environment. We value clarity, accountability, and measurable outcomes. We are building foundational infrastructure in a large, underserved global market, and we are looking for leaders motivated by impact, velocity, and the opportunity to help shape a category-defining company.