Senior Business Development Executive - Enterprise
Location: Africa-timezone preferred (GMT to GMT+3) | Work Mode: Remote
Employment Type: Full-time | Reports To: Senior Sales Manager

ABOUT THE COMPANY
Workpay is one of Africa's fastest-growing payroll solutions providers, helping global businesses hire, manage, and pay employees efficiently, legally, and compliantly across the continent. Our payroll, compliance, and workforce financial services platform simplifies payroll, compliance, benefits, and workforce administration, enabling organizations to focus on growth while ensuring employees are paid accurately and on time.

Backed by leading global investors such as Visa, Norrsken22, Y Combinator, Acadian Ventures, Google for Startups, and Verod-Kepple, Workpay supports businesses operating in 30+ African countries. As we continue to expand our footprint across Africa and beyond, building the right team across markets is critical to sustaining our growth.

ROLE OVERVIEW
You'll be at the forefront of Workpay's expansion, driving revenue growth by acquiring new enterprise clients and expanding existing accounts across the region. You'll leverage your sales expertise to navigate complex sales cycles, build strong relationships with key stakeholders, and position Workpay as the leading HR and payroll solution in the region. Fluency in French is essential to engage effectively with clients and stakeholders across Francophone markets. You know how to thrive in a fast-paced, startup-like environment.

We care far more about what you've done than where you sit. This role is open to candidates in any location, with a preference for time zones aligned or closely overlapping with Africa (GMT to GMT+3), to maximize overlap with our teams, partners, and customers across the continent.

WHAT YOU WILL OWN

• Design and lead high impact sales meetings, discovery sessions and executive level presentations, in both French and English.
• Own and exceed a revenue quota, driving MRR growth and pipeline value.
• Drive the transition from transactional selling to a consultative, value-led sales approach, acting as a strategic partner to enterprise clients.
• Build, manage and progress a healthy enterprise pipeline, consistently tracking pipeline coverage, conversion rates and forecast accuracy.
• Negotiate commercial terms including pricing, discounts and long-term enterprise contracts, balancing growth with margin discipline.
• Develop deep fluency across all Workpay products and solutions, clearly articulating value, differentiation and ROI.
• Serve as a trusted advisor to prospects and customers, guiding them through trade-offs between Workpay and competing solutions.
• Stay current on HR, payroll, compliance and fintech trends, using industry insights to shape client conversations and unlock new opportunities.
• Manage strategic customer relationships through to close, collaborating cross functionally to win and expand high value accounts.
• Actively track performance against MMR targets, pipeline value, deal velocity and close rates, maintaining accurate CRM hygiene and reporting.

EXPERIENCE

• 8-10+ years of experience with enterprise sales or EOR B2B sales.
• Fluency in French is required (spoken and written); English proficiency is also required.
• Proven track record of exceeding revenue targets in a competitive environment.
• Deep understanding of sales processes and consultative selling techniques.
• Possess strong negotiation and interpersonal skills, with the ability to communicate effectively at all levels.
• Strong knowledge of SaaS and solutions market trends in the HR/Fintech/Payroll space.
• You are a client advisor who provides good customer insight and builds trusted relationships.

NICE TO HAVE

• Prior experience selling into Francophone African markets.

• Startup experience: A comfort with navigating ambiguity and change in a fast-paced work environment.

• HR/Fin/InsureTech or EOR B2B sales experience.

WHAT WE OFFER

• Competitive, incentive-based remuneration, health cover and stock options.
• Purpose driven work. We are building the rails for employment payments and compliance across Africa, helping drive economic growth and development.
• Career advancement through constant opportunities for learning and growth.

• Working in a flexible and vibrant team environment.