Head of Business Development at OutsideCapital

The Opportunity:

• We are partnering with a rapidly scaling software solutions provider that is revolutionizing digital transformation within the African transport sector. This mission-driven organization provides critical technology infrastructure to government markets, enabling safer, more efficient, and modernized public transportation systems.

The Challenge & Your Impact:

• This is not a standard sales role; it is a strategic growth leadership position. You will be taking the helm of the company's African government go-to-market strategy. Your impact will be felt on a continental scale as you navigate complex government procurement ecosystems, build high-value partnerships, and lead a regional team to drive the adoption of software solutions that fundamentally improve public infrastructure. If you thrive in high-stakes, long-cycle environments and are motivated by large-scale public sector impact, this role offers unparalleled strategic stretch and career growth.

Performance Objectives for Year One:

• Architect the Go-To-Market Strategy: Within the first 90 days, build, refine, and begin executing a comprehensive regional business development strategy targeting top-tier government transport ministries and agencies across key African markets.
• Drive Revenue and Pipeline Growth: Take full accountability for building a highly qualified B2G sales pipeline, successfully managing the full sales cycle from early engagement to closure, and achieving 100% of the defined Year One revenue targets.
• Build and Mentor a High-Performing Team: Over the first 6 months, assess, mentor, and elevate the existing Regional Sales Executives and Business Development Representatives, implementing structured CRM-driven pipeline management and performance systems.
• Navigate and Win Complex Procurements: Lead the engagement with government procurement bodies, steering the successful submission and negotiation of complex, long-cycle tenders/RFPs to secure strategic, high-value contracts.
• Cultivate Strategic Ecosystem Partnerships: Establish and solidify strategic alliances with key ecosystem players—including implementation partners, donor-funded programs, and specialized consultants—to accelerate market penetration and credibility.

Key Responsibilities:

• Own and execute the business development strategy for government clients across Africa.
• Identify new market opportunities, partnerships, and revenue streams within the transport sector.
• Monitor government policy shifts and competitor activity to shape strategy.
• Ensure accountability for overall revenue targets and pipeline growth.
• Lead, coach, and develop the Regional Sales Executives and Business Development Representatives.
• Build and maintain relationships with senior stakeholders in ministries and transport authorities.
• Collaborate with Marketing, Product, and Delivery teams to align solutions with government needs.

Required Experience and Qualifications:

• Bachelor’s degree in business administration, Marketing, or a related field (MBA is a plus).
• Minimum 8-12 years of experience in business development/sales, including leadership experience.
• Proven track record of winning B2G deals, preferably in software/technology.
• Strong familiarity with government procurement processes in African markets.
• Demonstrated experience managing complex, long-cycle enterprise or government deals.

Technology Stack:

• Proficiency in CRM systems (e.g., HubSpot, Salesforce, Zoho) for pipeline management and reporting.
• Expertise in B2G proposal and RFP management.
• Experience with enterprise software and tech sales methodologies.