Head of Commercial and Growth (Retail) at Yoyo

Company Description

• At Yoyo, it is our mission to delight people in every connection they have with our brand. Whether that is delighting our clients as we help them grow, delighting their customers with every reward we distribute, having delighted stakeholders through our exceptional performance, or having a delighted and thriving team of people who work together every day. Each of these is what we strive for and they are all equally important.
• We’re a team driven by passion and energy. Spiraling one another up to create a positive, dynamic environment where we learn, grow, and support each other. Our hope is that egos are left at the door, and the focus is on collaboration,  learning, and the collective success of the team. We’re driven by curiosity and creativity, constantly challenging ourselves to push boundaries and be world class at what we do, in order to have a lasting and positive impact. 

Job Description

• We’re looking for a dynamic, results-driven Head of Commercial & Growth Retail leader to scale adoption of our Retail Enterprise and SME Products - a powerful platform that helps retailers engage and grow customer spend in smarter ways.

Through our solution, retailers can:

• Join South Africa's largest rewards network to accept internal and third-party digital rewards that drive traffic and spend.
• Launch digital reward programs and digital gifting with ease.
• Create their own card-linked loyalty programs, a world leading solution designed for both enterprise and small merchants.
• You’ll own our retail sales strategy end-to-end, from working with marketing on a lead gen funnel, sourcing and securing new clients, setting up channel partnerships and collaborating with Account Managers to upsell and cross sell existing clients. This is a strategic, high-impact role that blends commercial leadership with hands-on execution and deep partnership building
• Enterprise and small merchant sales strategy & execution: Lead the go-to-market strategy of all our products across the retail sector - Including pipeline development, lead nurturing, enterprise and SME sales, to deal closure and implementation.
• Team leadership: Build, coach, and inspire a high-performing sales and account management team, focused on strategic selling, solution design, and long-term value creation.
• Partner enablement: Work hand-in-hand with Account Managers to drive cross-sell and upsell opportunities - expanding use of all our products - digital rewards, gifting, loyalty and rewards.
• Commercial structuring: Develop proposals and pricing models that balance competitiveness with sustainable margins and high growth.
• Market insight: Stay close to the market - tracking emerging trends, partner needs, and competitor offerings to inform positioning and product direction.
• Collaboration: Partner with Marketing and Product teams to align go-to-market messaging, support co-marketing initiatives, and ensure seamless implementation for new partners.
• Performance management: Own the retail acquisition funnel -  measuring and improving conversion, sales cycle efficiency, and partner activation.

Qualifications

• 8–12 years’ experience in retail, payments, fintech, rewards or SaaS sales.
• Proven track record of selling enterprise or platform solutions to retailers or large corporates. Further SME sales experience would be ideal.
• Deep understanding of retail commercial dynamics - from marketing and loyalty to payments and data.
• Strong deal-making ability -  experienced in negotiating with senior stakeholders and structuring complex commercial agreements.
• Exceptional communicator and relationship builder with executive presence.
• Data-driven and strategic, with deep understanding of sales performance metrics — from pipeline and conversion rates to Payback period, ROI and CAC vs LTV ratios.
• Entrepreneurial, resourceful, and motivated by building from the ground up.
• Natural leader who empowers teams and leads through energy, clarity, and accountability.