Business Development Lead, South Africa

About the role

The Business Development Lead will own Paystack's Business Development and Account Management function in South Africa, with a primary focus on driving enterprise growth. This is a senior leadership role. You will be the specialised subject matter expert for enterprise revenue in South Africa. You will set the commercial strategy, build and lead a high‑performing team, and personally guide our most strategic opportunities and customer relationships. You will navigate complex, multi‑stakeholder sales cycles, translate Paystack's evolving strategy into clear priorities for your function, and ensure that South African enterprises see Paystack as a trusted advisor, not just a vendor. What You'll Be Responsible For Lead the SA BD & Account Management function Define the strategy, operating model, and targets for winning, growing, and retaining South Africa's most important customers. Translate company strategy into clear, actionable priorities and metrics for your team. Build and lead a high‑performing team Hire, develop, and manage BD and Account Management managers and their teams. Set expectations, coach through complex deals, and create a culture of ownership, collaboration, and continuous learning. Own enterprise pipeline and forecast Devise annual plans with clear segment, territory, and vertical focus. Maintain an accurate pipeline and forecast multiple quarters ahead, consistently hitting targets and earning trusted‑advisor status with customers and leadership. Guide complex deal and account strategy Support managers on high‑stakes opportunities: multi‑product, multi‑stakeholder, and multi‑year deals. Help teams manage the sales cycle artfully, understanding which levers to pull to move deals forward while protecting Paystack's long‑term interests. Drive executive‑level customer engagement Build and maintain relationships with C‑level executives (CFO, CTO, COO, CEO) at key accounts. Understand their business drivers deeply, shape mutually beneficial deal structures, and ensure Paystack is seen as a strategic partner. Champion product & technical excellence in the field Maintain strong product and technical fluency (APIs, integrations, payments architecture) and ensure your team does the same. Use this knowledge to articulate customer requirements internally and to co‑create solutions with Product and Engineering. Lead cross‑functional execution Frequently lead cross‑functional groups (Product, Engineering, Risk, Support, Legal, Finance) through difficult decisions and trade‑offs to unlock customer value, while upholding Paystack's risk and compliance standards. Model Paystack's mission and values Use Paystack's goals and values to guide decisions and communicate the "why" behind them. Help your org do the same, and motivate teams to deliver against our mission to accelerate commerce across Africa. Core Competencies for Success in this Role The ideal candidate consistently demonstrates the following: Scope & Impact: Acts as the accountable leader for enterprise revenue in South Africa; decisions on business‑critical commercial matters are trusted and often final. Influences strategy and execution across multiple teams and leads other managers to deliver outcomes. Decision Making: Owns complex team and cross‑functional dynamics, makes clear calls in ambiguous situations, and stands behind those decisions while incorporating feedback. Communication & Collaboration: Communicates complex and evolving company strategy simply and persuasively. Aligns teams around priorities and frequently leads cross‑functional groups through challenging problems. Managerial Skills: Leads complex, multi‑disciplinary teams and managers. Invests meaningfully in coaching, performance management, and succession planning. Pipeline Management: Plans and executes over a full fiscal year, with robust account and territory plans and reasonably accurate forecasts several quarters ahead. Hits targets consistently. Product Knowledge & Technical Competence: Understands the business and technical drivers of customer requirements, engages credibly at senior levels, and reliably finds win‑win deal opportunities for customers and Paystack. Sales Process Execution: Manages and reviews the sales process end‑to‑end, combining strong process discipline with an intuitive grasp of the levers that move deals. Shares knowledge proactively and is regarded internally as a

Additional Information

About Paystack Paystack helps businesses in Africa get paid by anyone, from anywhere in the world. Thousands of businesses, from fast‑growing startups to large enterprises, use Paystack to power payments, including Xero, Qatar Airways and many more. Founded in Nigeria and now active across multiple African markets, Paystack is backed by Stripe and is building the payments infrastructure that will power growth across the continent. In South Africa, we work with ambitious businesses across e‑commerce, fintech, retail, logistics, and digital services.

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