About Cellulant

Cellulant is a pioneering B2B payments technology company based in Africa that powers payment processing for thousands of businesses.

Through a single, simple connection, our payment platform - Tingg - enables businesses to disburse funds and manage their offline or online collections while allowing their customers to pay via mobile money, local and international cards or direct bank payments.

With local acquiring in over 30 markets and supporting 300+ payment methods, Cellulant processes over 240 million transactions annually for market leaders in various sectors such as Airlines, Telecoms, E-commerce, Ride-Hailing, Retail and Remittances.

Our Story:

Since our founding in 2003, Cellulant has evolved from a digital content provider into a leading payments platform with a presence in 35 African countries. For more than 20 years, we've built a robust network that integrates multiple payment methods, addressing the unique challenges of Africa’s diverse payment landscape.

We began selling ringtones as a digital content business and quickly realised the need for a more streamlined way to manage payments. This realisation led us to develop a platform that initially allowed customers to check their bank balances and eventually evolved into a comprehensive payment solution. Our journey has seen us partner with more than 1000 businesses, including some of the largest banks and mobile money providers on the continent.

Throughout the years, we've continuously adapted and grown, leveraging our experiences to simplify payments for businesses and consumers alike. Today, Cellulant powers online and offline payment processing, allowing businesses to collect payments, send payouts, and accelerate business growth. We’re the payment fabric that makes interoperability possible and stitches Africa together for the global economy.

Our Vision

To create a connected world where businesses move money as easily as they share ideas.

Read more about us and our leadership team .

Reports To: Chief Revenue Officer

Location: Flexible (with a focus on Uganda, Tanzania, South Africa, Egypt, Botswana, Cameroon, and Ethiopia)

Role Overview

The Vice President (VP), Revenue Optimisation & Sales Planning is responsible for driving Cellulant’s revenue growth, optimising sales processes, and ensuring strategic alignment across the company’s Checkout, Payouts, and Banking products in key African markets (Uganda, Tanzania, South Africa, Egypt, Botswana, Cameroon, and Ethiopia). This role focuses on developing and implementing data-driven sales strategies, improving revenue forecasting accuracy, and ensuring the organisation meets or exceeds its financial goals. As a critical partner to the Chief Revenue Officer (CRO), you will guide sales teams to achieve ambitious targets, champion best practices, and foster continuous improvement. Additionally, you will collaborate closely with product, brand, and corporate communication teams to contribute to product marketing content, client documentation, and standardised sales collateral.

Key Responsibilities

1. Revenue Optimisation

Strategy & Execution: Develop and implement revenue-optimising strategies for Checkout, Payouts, and Banking products, ensuring alignment with market conditions and customer needs.
Leakage Prevention: Identify potential revenue leakages, formulate corrective measures, and drive the implementation of solutions that protect and grow profitability.
Pricing Alignment: Collaborate closely with product teams to refine pricing models in response to market dynamics, ensuring competitive yet profitable positioning.
Performance Analytics: Continuously monitor and analyse revenue performance metrics, translating insights into actionable recommendations for leadership.
Sales Accountability: In collaboration with the Chief Revenue Officer, drive the sales team to meet or exceed targets and hold underperforming teams accountable while offering pathways for improvement.

2. Sales Planning, Forecasting, Tracking, and Reporting

Forecast Leadership: Oversee the development of accurate sales forecasts and revenue targets for each region, ensuring alignment with corporate goals.
Pipeline Management: Build and maintain robust sales pipelines, setting clear objectives and metrics that reflect the strategic priorities of each market.
Incentive Structures: In collaboration with the CRO, design and refine sales incentive plans that drive peak performance and support organisational objectives. Work cross-functionally (People Team, Exco) to roll out and communicate these programs.
Early Warning Systems: Establish proactive tracking and reporting systems that swiftly highlight shortfalls, enabling rapid course correction and agile response to market changes.

3. Market Development & Expansion

Market Intelligence: Continuously conduct market research to uncover new growth opportunities for Checkout, Payouts, and Banking products, staying abreast of competitive landscapes and emerging trends.
Go-to-Market Execution: Develop customised go-to-market strategies for each region, reflecting unique local dynamics, regulatory conditions, and consumer preferences.
Partner & Stakeholder Relations: Cultivate strong relationships with partners, financial institutions, and other key stakeholders to facilitate market entry, drive brand visibility, and secure a sustainable competitive advantage.

4. Cross-Functional Collaboration

Product Alignment: Work hand in hand with product teams to ensure that sales strategies and product roadmaps are fully synchronized with market demand and user feedback.
Marketing Synergy: Partner with marketing teams to design campaigns that amplify product visibility and resonate with regional audiences, leveraging data to sharpen targeting and messaging.
Financial Compliance: Coordinate closely with finance teams to guarantee accurate revenue reporting and adherence to corporate financial standards.
Executive Reporting: Provide frequent, data-driven updates to leadership on sales performance, revenue trends, and evolving market conditions, offering clear recommendations for strategic pivots.

5. Stakeholder Engagement

Liaison Role: Serve as the central bridge between regional sales teams and the Group Revenue Optimisation function, ensuring seamless communication and shared best practices.
Strategic Representation: Represent Cellulant in high-level client and partner discussions, negotiating and securing deals that advance strategic objectives in target regions.

6. Team Leadership

Centralised Leadership: Lead and manage the centralised sales operations team tasked with revenue optimisation and customer value management, promoting a culture of results-oriented collaboration.
Talent Development: Foster an environment conducive to professional growth, offering mentorship, coaching, and structured career advancement pathways for high-performing team members.
Cross-functional collaboration: Encourage knowledge sharing and creative problem-solving across departments, ensuring that diverse perspectives inform strategic decisions.

7. Establishing a Standardised and Professional Sales Process

Process Documentation: Define, document, and develop a high-level process flowchart that standardises sales workflows and ensures consistency across the organisation.
Training & Onboarding: Design and deliver comprehensive training modules and onboarding materials that equip employees with the knowledge and skills required to adhere to the standardised sales process.
Compliance & Ethics: Ensure that all sales activities meet compliance and ethical guidelines, conducting periodic reviews to maintain high standards.
Continuous Improvement: Regularly review the sales process to identify inefficiencies or outdated steps, implementing updates to remain relevant in fast-changing markets.

8. Sales Collateral & Marketing Alignment

Product Marketing & Documentation: Work closely with the product team to develop and update product marketing materials, technical documentation, and client-facing content.
Standardised Sales Decks: Under your guidance, ensure the creation and maintenance of uniform, professional sales/pitch decks that represent Cellulant’s brand identity and value proposition consistently.
Collaborative Stakeholders: Engage with Brand and Corporate Communications, as well as technical writers, to guarantee consistency, professionalism, and accuracy in all client-facing materials.
Marketing Campaign Support: Assist and guide marketing teams in designing and executing campaigns that drive revenue, leveraging market insights and sales data to refine messaging and targeting.

Key Performance Indicators (KPIs):

Revenue growth across assigned regions.
Accuracy of sales forecasts and achievement of revenue targets.
Market share expansion in Uganda, Tanzania, South Africa, Egypt, Botswana, Cameroon, and Ethiopia.
Number of new partnerships and key account acquisitions.
Sales pipeline health and conversion rates.

Qualifications & Experience:

Bachelor’s degree in Business Administration, Economics, Finance, or a related field. A Master’s degree is a plus.
10+ years of experience in sales planning, revenue optimisation, or a similar role, preferably in the fintech or payments industry.
5+ years in a leadership role managing teams: A proven track record of managing, mentoring, and motivating teams to meet and exceed targets.
Proven track record of driving revenue growth and managing sales teams across multiple regions.
Strong understanding of Checkout, Payouts, and Banking products and their applications in diverse markets.
Experience working in or with Uganda, Tanzania, South Africa, Egypt, Botswana, Cameroon, and Ethiopia is highly desirable.

Skills & Competencies:

Strategic Thinking: Ability to develop and execute comprehensive revenue and sales strategies.
Analytical Skills: Strong data analysis and interpretation skills to drive decision-making.
Communication: Excellent written and verbal communication skills, with the ability to present complex ideas clearly.
Relationship Management: Strong interpersonal skills to build and maintain relationships with stakeholders.
Adaptability: Flexibility to work in dynamic, fast-paced environments across diverse markets.
Technology Proficiency: Familiarity with CRM tools (e.g., Salesforce), revenue management systems, and analytics platforms.

Why Work For Us?

At Cellulant, transforming payments in Africa isn't just a job; it is our mission. We believe by simplifying the way people pay and get paid; we are accelerating businesses, opening up markets, bridging wealth gaps and connecting Africa to the global economy.

Some exciting things about us...

We have an Extensive Footprint: We have an office presence in over 10 countries, and our products serve 35 countries across Africa with a global workforce of about 300 employees.
We believe that innovation is at the Heart of Fintech: Thousands of companies use our technology to deliver seamless payment experiences. Our customers range from various sectors such as Airlines, Telecoms, E-commerce, Ride-Hailing, Retail, to Remittances.
We Support a Diverse and Inclusive Workforce: We focus on the growth and development of our employees through well-developed, individualised career paths ensuring you reach your full potential in a supportive and delivery-oriented environment.
We Put our Employees First: We offer market-related compensation, generous personal time off and, markets permitting, medical and life insurance benefits.
We Seek Collaborative Builders: At Cellulant, we believe that great ideas happen when we come together. We, therefore, nurture a collaborative work environment that challenges, engages and empowers each person to contribute to the growth and success of the business.
We Solve for Africa’s Digital Economy: We’re solving payment challenges on the continent to create opportunities and accelerate economic growth for all of Africa.

Vice President Revenue Optimisation & Sales Planning