Commercial Team Lead

📋 Description

• • Own the full commercial engine for Capi in Benin and Togo, translating our Series-A momentum into double-digit monthly revenue growth. You will set the go-to-market strategy, define quarterly OKRs, and be personally accountable for hitting aggressive acquisition and revenue targets that directly influence our next funding round.
• • Be a player-coach: every week you will close your own pipeline of mid-market and enterprise importers/exporters while simultaneously elevating the performance of a two-person sales pod. You’ll run deal reviews, listen to live calls, and co-pitch when stakes are high, ensuring the team learns by example and consistently exceeds quota.
• • Build and scale the sales organisation from the ground up. Forecast head-count needs, write scorecards, run interviews, and design a repeatable onboarding programme that gets new reps productive within 30 days. Within 12 months you are expected to have tripled team size while keeping CAC payback under 90 days.
• • Create an unstoppable local network: map every freight forwarder, customs broker, trade association, and influential apporteur across Cotonou, Lomé, and the corridor between them. Turn these relationships into referral pipelines, co-marketing campaigns, and exclusive channel deals that compound acquisition velocity.
• • Become the voice of the customer inside Capi. Aggregate field insights on pricing sensitivity, FX pain-points, and competitor moves; present findings monthly to Product, Ops, and Leadership so roadmap priorities reflect real market demand. Your data will directly shape new features, corridor expansion, and credit terms.
• • Own pricing and margin health for both markets. Model tiered rate cards, negotiate enterprise contracts, and monitor unit economics in real time. Flag deals that risk profitability and work with the GM to implement corrective actions, ensuring every dollar of revenue contributes positively to contribution margin.
• • Represent Capi on the ground: keynote at chambers of commerce, host importer roundtables, and sponsor logistics expos. Your presence will turn Capi from an unknown fintech into the default cross-border payment partner for West African SMEs.
• • Collaborate cross-functionally to remove friction. When KYC delays spike, you’ll sit with Compliance to redesign onboarding flows; when payout rails fail, you’ll escalate to Ops and Finance until resolution. Your relentless follow-through will cut activation time in half and boost NPS above 60.
• • Instil a culture of data-driven selling. Implement HubSpot dashboards that track lead source, stage conversion, and sales cycle length; run weekly pipeline clinics where reps present hypotheses and experiments. Celebrate wins publicly, but dissect losses even more publicly so the team iterates faster than competitors.