Sales Enablement Lead

Job Title: Sales Enablement Lead

Employment type: Contract

Contract length: 12 months

Location: Johannesburg, South Africa

PURPOSE OF THE PROJECT

The Sales Enablement Lead will work closely with the Head of Commercialisation and the Payment Specialists (sales team) to drive adoption and growth of a commercial prepaid card solution.

The role is responsible for ensuring that Payment Specialists are equipped with a clear value proposition, defined target sectors and client profiles, and a disciplined sales strategy that translates into a strong, actionable pipeline and sustained portfolio growth.

This role sits at the intersection of strategy, enablement, and execution, with a strong focus on Business to Person (B2P) payments, including corporate disbursements, expenses, wages, salaries, and payments to unbanked or underbanked individuals.

Core Responsibilities and Accountabilities:

Sales Enablement & Commercial Readiness:

• Partner with the Head of Commercialisation to define and articulate a compelling product value proposition tailored to B2P use cases.
• Work with the Product Manager and Learning & Development Specialist to enable Payment Specialists with the tools, messaging, and frameworks required to confidently position the solution to target clients.
• Develop and maintain sales playbooks, pitch decks, use case narratives, and objection handling guides focused on prepaid and B2P payment needs.
• Ensure consistent understanding across the sales team of when, where, and how to sell the product.

Sales Strategy & Growth Planning:

• Co creates the sales strategy and growth plan with the Head of Commercialisation.
• Define priority industries, client segments, and personas for targeting (e.g. corporates, NGOs, payroll providers, mass disbursement users), with the support of the Product Manager
• Translate the broader commercial strategy into practical execution plans for Payment Specialists.
• Monitor performance against targets and adjust sector focus, messaging, or tactics where required.

Pipeline Development & Execution:

• Support Payment Specialists in building, managing, and realising a strong and sustainable sales pipeline.
• Work hands on with the sales team to move opportunities through the funnel and convert pipeline into revenue.
• Track pipeline health, conversion rates, and sales momentum, proactively identifying gaps or risks to target achievement.
• Drive consistent sales discipline and accountability across the team.

Product & Market Insight (B2P Focus):

• Develop a deep understanding of the Business to Person payments landscape, particularly:
• Commercial prepaid card solutions
• Corporate expense management
• Wage, salary, and stipend disbursements
• Payments to unbanked or underbanked individuals
• Translate client needs and market insights into improved sales narratives and opportunity identification.
• Function as a bridge between commercial strategy, sales execution, and product understanding.

Portfolio Growth & Commercial Outcomes:

• Accountable for supporting overall portfolio growth through effective sales enablement and execution.
• Contribute to achieving and exceeding commercial targets set by the Head of Commercialisation.
• Support onboarding and scaling of new clients to maximise long term value and retention.

Knowledge and Experience:

• Proven experience in sales enablement, sales strategy, or commercial roles within payments, fintech, financial services, or adjacent industries.
• Demonstrable success in driving product growth through structured sales strategies and pipeline execution.
• Experience supporting or leading commercialisation efforts to meet or exceed sales and revenue targets.
• Exposure to prepaid cards, payment solutions, or disbursement products is strongly preferred.
• Strong understanding of B2P payment models and client needs, including:
• Corporate payment flows to individuals.
• Expense, payroll, and bulk disbursement use cases.
• Able to articulate value propositions that resonate with both business decision makers, and the end payment use case.
• While B2B experience is valuable, this role requires a clear appreciation of B2P dynamics, not traditional enterprise B2B selling.

Mandatory Skills:

• Bachelor's degree in Finance, Business, Technology, or a related field (Master's preferred).
• Previous experience within Banking, Digital Payment & Card solutions, or the FinTech industry.
• Strong commercial and strategic thinking ability.
• Able to translate strategy into clear, actionable sales execution.
• Excellent stakeholder management and collaboration skills.
• Comfortable working closely with senior leadership and frontline sales teams.
• Data driven and outcome focused, with the ability to assess pipeline quality and performance.
• Excellent communication skills in English (written, verbal, and presentation).

Preferred Skills:

• The ability to analyse data, troubleshoot payment issues, optimize processes, and make data-driven decisions.
• Good understanding of payment systems, digital platforms, system workflows, security basics, and industry technologies.
• An understanding of regional regulations across financial services or payment networks.