Job Responsibilities

Commercial Operating System

• Design and coordinate the sales operating model, including sales plays, deal stages, qualification criteria, conversion targets, and the deal review SOP across all five markets.
• Manage pricing and packaging architecture across product lines including online, hybrid, placements, success fees, subscription, talent pool access, and workforce services.
• Manage commercial infrastructure covering CRM, pipeline tooling, commercial reporting, forecast cadence, and deal economics.

Cross-Sell & Upsell Engine

• Design and own the engine that expands wallet share within existing accounts as the organisation's product ladder evolves.
• Equip country teams with plays, packaging, pricing, and incentives that Country Managing Directors and country sales teams execute against.
• Coordinate pipeline visibility to ensure online customers feed leads into hybrid and placement upsell motions, and placement customers feed into workforce services.

Sales Enablement & Productivity

• Own enablement including training, certification, sales materials, and competitive intelligence.
• Drive commercial productivity per head by managing and improving close rates, deal cycle time, and pricing realisation.
• Set commercial standards including productivity benchmarks, deal hygiene, and pipeline discipline across countries.

Decision Rights

• Approve commercial commitments including pricing, packaging, and non-standard deal approvals across markets.
• Coordinate cross-country and multi-market accounts where a single customer touches more than one market.
• Set deal review and discount approval thresholds within which Country Managing Directors operate.

Cross-Functional Coordination

• Partner with Country Managing Directors as system owner enabling in-market execution, running the weekly and monthly commercial cadence.
• Coordinate with the Head of Matching on deal feasibility, capacity allocation, and ICP operationalisation into commercial plays.
• Partner with the Head of Customer Success on warm-lead handoff, account expansion, and retention-driven revenue.
• Collaborate with Marketing on demand generation, lead quality, and conversion optimisation.
• Work with Product on commercial integration of new features and pricing model evolution.

Other Requirements

• Bachelor's degree required; postgraduate qualification MBA or equivalent is an advantage.
• Minimum 12 years of experience in Commercial/Revenue Operations, Sales Operations, or commercial leadership.
• Track record designing and running a multi-market commercial operating system.
• Experience with B2B sales operations in marketplace, recruiting, SaaS, or platform businesses.
• Pricing and packaging architecture experience is essential — has designed pricing models, not just executed them.
• Experience with workforce services and staffing commercial models is a strong advantage.
• Pan-African or multi-country experience is essential.