Executive Head Community Sales and Distribution - Lesaka ( FinTech) at Lesaka Technologies

Role Purpose

• The Executive Head: Community Sales and Distribution is accountable for the national growth, penetration, profitability, and sustainability of the Community Channels (SME, Spaza / Micro & informal Trade Ecosystems)—a designated Double Down Big Bet within the Merchant Strategy.

This role owns:

• Rapid scale into the Spaza sector
• Deep product penetration across the Micro trade ecosystem
• Margin discipline and EBITDA contribution
• Channel architecture and performance governance
• Sustainable portfolio quality
• The mandate is clear: scale rapidly, penetrate deeply, and win sustainably. This is a commercial executive role with direct revenue and EBITDA accountability.

Strategic Context

Community Channels are the primary vehicle for:

• Informal and micro‑merchant penetration
• Kazang device and VAS adoption
• Kazang Pay and card acquiring expansion
• Capital cross‑sell into informal trade
• Ecosystem bundling and merchant stickiness
• Path‑to‑1M merchant ambition
• Winning across Community Channels is fundamental to margin recovery, density economics, and embedded payments expansion.

Primary Executive Accountabilities

• National Community merchant growth
• ARPU uplift across VAS, card, wallet, and capital
• Same‑base TPV growth
• Portfolio quality and churn reduction
• EBITDA delivery
• Channel cost discipline and productivity
• Sales performance governance across regions

Key Responsibility Areas

Channel Strategy & Market Penetration

• Own national Community channel strategy aligned to Merchant reset
• Drive density in high‑impact territories and township clusters
• Define micro‑trade penetration strategy
• Identify scalable distribution partnerships
• Eliminate low‑impact initiatives and focus on margin drivers

Micro Merchant Ecosystem Expansion

• Drive device penetration across informal trade
• Increase adoption of prepaid VAS, Kazang Pay, wallet usage, and capital
• Improve product bundling to increase merchant stickiness
• Ensure activation and monetisation — not just distribution

Revenue, Margin & EBITDA Ownership

• Own Community revenue and gross margin targets
• Improve ARPU and merchant lifetime value
• Optimise incentive models toward profitable growth
• Drive disciplined cost‑to‑acquire and cost‑to‑serve management

Regional Leadership & Performance Governance

• Lead Regional Sales Executives with clear commercial contracts
• Establish weekly national performance cadence
• Maintain visibility on leading indicators
• Rapidly intervene in underperformance
• Build leadership depth across regions

Portfolio Quality & Risk Discipline

• Ensure disciplined onboarding and compliance
• Protect capital and payment portfolio health
• Monitor churn and early warning signals
• Balance aggressive growth with sustainable portfolio management

Alignment to Strategic Enablers

• Operationalise Merchant Strategy enablers within Community:
• Channel Architecture
• Segment Programs
• Product Bundle Integration
• Pricing & Monetisation
• Operations & CX Reliability
• Data Flywheel Utilisation

Executive Competencies

• Commercial & unit economics mastery
• Distributed channel scaling architecture
• Informal market penetration strategy
• Ecosystem & product integration intelligence
• Execution discipline & performance governance
• Risk, portfolio & governance judgement
• Data‑led decision leadership
• Executive presence & influence

Experience & Qualifications

Minimum Experience:

• 12+ years in senior commercial leadership
• Experience scaling informal or high‑volume trade channels
• Deep understanding of prepaid, payments, or fintech distribution
• Demonstrated EBITDA ownership
• Proven multi‑region executive leadership

Preferred Experience:

• Fintech, payments, embedded finance, telecoms, or enterprise distribution
• Experience structuring API‑based or embedded partnerships
• Exposure to regulated commercial environments

Qualifications:

• Bachelor’s Degree in Commerce, Business, Law, Economics, or related field required
• MBA or relevant postgraduate qualification strongly preferred

Closing Date 18 March 2026