The Country Sales Manager is the single point of accountability for revenue growth, forecast accuracy, ASP protection, and the development of a high-performance sales culture nationwide.

Key Responsibilities

​​​​​​​Sales & Revenue Leadership (60%)

• Translate the corporate revenue target into manager-level quotas across 9 managers
• Design territories using Average sales price (ASP), CBC whitespace, and Finance cross-sell potential
• Establish milestones and discount guardrails to protect revenue quality
• Personally lead enterprise and B2G opportunities (counties, school chains, donor programs)
• Run weekly forecast governance and maintain ±5% accuracy
• Enforce 4x pipeline coverage and stage discipline
• Conduct structured deal reviews and recovery plans

Commercial Strategy (15%)

• Build the CBC acquisition playbook and seasonal campaigns
• Operationalize Finance cross-sell into the Analytics customer base
• Develop senior school bundling (Analytics + Learning)
• Create partner and B2G frameworks, RFP processes, and revenue-share models
• Align pricing, packaging, and value propositions with Product & CX

Leadership & Capability (15%)

• Establish manager scorecards (revenue, pipeline, ASP, retention)
• Run weekly 1:1 coaching with all 9 managers
• Define promotion pathways
• Drive performance management and attrition control (≤10%)

Operations (10%)

• Drive CRM adoption and data quality
• Improve contract turnaround with Finance/Legal SLAs
• Implement structured Sales → CX handover and churn rescue processes
• Standardize proposal and pricing approval workflows

Competencies Needed – Country Sales Manager

Strategic Commercial Leadership

• Ability to translate corporate strategy into executable GTM plans
• Territory design using market potential and ASP logic
• Balancing growth, margin, and retention

Revenue Execution Excellence

• Mastery of pipeline management and forecasting
• Deal orchestration across complex stakeholder environments
• Pricing discipline and negotiation leadership

Data-Driven Management

• Uses CRM analytics to guide decisions
• Builds dashboards, conversion models, and ASP tracking
• Forecasts with ≤5% variance

Enterprise & B2G Capability

• Navigates county, donor, and institutional procurement processes
• RFP and bid management
• Multi-stakeholder consensus building

People Leadership

• Coaches managers to consistent performance
• Builds a strong accountability culture
• Talent identification and succession planning

Cross-Functional Influence

• Aligns Sales, CX, Product, and Finance teams
• Leads without formal authority
• Converts market feedback into product input

Integrity & Governance

• Ethical selling practices
• Compliance with data protection requirements
• Contract and discount governance

Market Development

• Builds new segments and partnerships
• Channel strategy development
• Strengthens brand positioning within the education sector

Candidate Requirements

​​​​​​​Education

• Bachelor’s degree in Business, Marketing, or related field

Experience

• 5+ years B2B sales leadership experience
• Multi-product portfolio selling
• Managing distributed regional teams
• Enterprise and/or B2G sales exposure
• Strong data, analytics, and CRM orientation