Head of Sales

Location:
Cape Town or Johannesburg
Industry: Digital Payments / Fintech (Retail & FMCG Ecosystem)
Travel:
National travel required

Our client is a digital payments business operating within South Africa’s retail and FMCG ecosystem. The organisation enables secure, efficient transaction solutions that support retailers, wholesalers, distributors, and independent merchants across both formal and informal trade channels.

The business plays a key role in facilitating the movement of funds across complex trading networks, helping customers improve efficiency, visibility, and reliability in their commercial operations.

The Head of Sales will lead the national commercial strategy, driving revenue growth and expanding adoption across retail, wholesale, distributor, and FMCG networks.

This role requires a commercially astute leader who understands how the FMCG value chain operates — from manufacturer to distributor to wholesaler to retailer — and how payment and transaction solutions integrate into that ecosystem.

You will be responsible for scaling enterprise relationships, identifying growth opportunities within structured and informal trade, and building a high-performing national sales team.

• Develop and execute a national sales growth strategy aligned to revenue and merchant acquisition targets.
• Drive expansion across retail groups, wholesalers, buying groups, distributors, and independent trade.
• Build and manage strategic relationships across the FMCG trading ecosystem.
• Identify commercial opportunities within existing distribution and retail networks.
• Translate payment solutions into clear operational and financial value for customers.
• Lead, mentor, and develop a national sales team.
• Set performance metrics, monitor KPIs, and ensure delivery against growth targets.
• Collaborate cross-functionally with Operations, Product, Finance, and Risk teams.

• Bachelor’s degree in Business, Sales, Marketing, or related field.
• Strong commercial sales leadership experience within retail, FMCG, wholesale, distribution, or adjacent fintech environments.
• Deep understanding of South Africa’s FMCG trading ecosystem, including informal and formal trade structures.
• Experience managing enterprise accounts and multi-regional sales teams.
• Proven track record of driving revenue growth in complex, multi-stakeholder environments.
• Strong commercial negotiation and influencing capability.