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:

• Bachelors degree in Finance Business Technology or a related field (Masters 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.