Contact
COMMERCIAL LEAD
Qualification:
Bachelor’s Degree in Business, IT, Education Technology, or related field
Experience:
3+ yrs
Nairobi
Full Time
20 February 2026
Openings: 1
Apply Now
Job Description
The Commercial Lead will be responsible for driving revenue growth through the identification, engagement, negotiation, and closure of high-value deals across ABNO’s full product portfolio. This role requires a seasoned business development professional who can manage the complete sales cycle, mentor junior team members, and build long-term strategic relationships with key decision-makers
Key Responsibilities
Institutional Sales Execution
  • Prospect, qualify, and convert institutional leads across both public and private education sectors.
  • Drive the full sales lifecycle: lead generation, qualification, product demonstrations, proposals, negotiations, deal closure, and client onboarding, with a focus on achieving and exceeding monthly revenue targets.
  • Participate in procurement processes including tenders, RFQs, and proposal submissions, ensuring compliance and competitiveness.
  • Collaborate with Sales Engineers to deliver sector-customized demos and handle technical Q&A.
Sector Engagement
  • Build and nurture strategic, long-term relationships with key decision-makers such as Registrars, ICT Directors, Finance Offices, Deans, and school administrators.
  • Represent ABNO at industry events including workshops, TVET summits, academic forums, and conferences to enhance brand visibility and generate leads.
  • Partner with the Corelink BDM to identify upsell opportunities and emerging client needs.
Team Leadership & Account Management
  • Lead, coach, and support Junior Business Development Executives to ensure effective pipeline development, timely lead follow-ups, and achievement of team KPIs.
  • Manage and grow assigned key accounts, ensuring client satisfaction, retention, and identifying opportunities for cross-selling and up-selling.
  • Conduct market research to understand customer needs, trends, and competitor offerings, and engage relevant stakeholders within target organizations.
Reporting & CRM Discipline
  • Maintain accurate and up-to-date CRM records of all client interactions, opportunities, proposals, and deal status.
  • Provide timely weekly pipeline reports, client feedback, performance metrics, and monthly sales forecasts to the Business Development Manager.
  • Track public funding timelines and support tender documentation preparation
Strategic Contribution
  • Collaborate with marketing teams to design and implement targeted campaigns and promotional activities tailored to education and institutional segments.
  • Represent ABNO professionally at networking opportunities to strengthen brand equity and drive lead generation.
  • Participate actively in team meetings, strategic planning sessions, and company assemblies, contributing insights and ideas to drive growth.
  • Perform any other duties or special assignments delegated by management, demonstrating flexibility and a team-first mindset.
Knowledge, skills and experience required
  • Bachelor’s Degree in Business, IT, Education Technology, or related field.
  • 3+ years of B2B or institutional sales experience (ERP, EdTech, or SaaS preferred).
  • Proven record in long-cycle deal management and closing enterprise accounts.
  • Demonstrated ability to prepare, process, and submit tenders in compliance with procurement requirements
  • Strong understanding of the education sector, especially public institutions.
  • Excellent communication, negotiation and documentation skills.
Quick Links
Products
Solutions
By Need
By Industry
Copyright ABNO Softwares ©2024
HelpDesk