Role Summary

This is a senior executive role with sole ownership of the company’s revenue engine. It integrates sales leadership, revenue operations, and corporate strategy into a single function. The role exists to optimize the business portfolio for maximum EBITDA, improve forecast predictability, and build high-value strategic alliances. The incumbent is the final commercial authority across all business lines from strategy formulation to contract execution.

Core Mission

Portfolio Optimization.

  • Determine investment and growth balance across IRES business lines. Build a resilient, high-margin, predictable revenue mix.
  • Eliminate silos between sales, strategy, and operations. All commercial functions report through this role.

Forecast Governance.

  • Own the accuracy of revenue forecasts. Give the CEO and Board reliable forward visibility into financial performance.

Margin Expansion.

Shift portfolio mix toward higher-margin IP and strategic partnerships without compromising core service revenue.

Key Responsibilities

Portfolio Strategy & Financial Steering

  • Set annual and quarterly revenue targets by business line. Execute against them.
  • Continuously model the cash flow vs. margin trade-off and recommend portfolio shifts.
  • Present scenario analyses and resource allocation recommendations to the CEO and executive team.

Alliance & Commercial Governance

  • Sign off as final commercial authority on all major contracts.
  • Own all strategic alliances – governance, SLA performance, and revenue delivery.
  • Ensure every partnership creates measurable, mutual value.
  • Directly manage and coach the sales leadership team. Set targets and hold them accountable.
  • Oversee the lead qualification, pipeline management, and data support for unit leaders.
  • Build a single, unified commercial culture around one revenue playbook.

Methodology & Operational Rigor

  • Enforce adoption of the company’s commercial methodology across all teams.
  • Refine the playbook continuously based on performance data and market signals.
  • Own the commercial tech stack – selection, implementation, and optimization.

Qualifications & Experience

Education

  • Bachelor’s degree in Business, Finance, Marketing or related field.
  • MBA or equivalent is mandatory.

Experience

  • 5+ years in progressive leadership across sales, revenue operations, business development, and corporate strategy.
  • Demonstrated sales experience across B2B (Business-to-Business), B2G (Business-to-Government), and B2NGO (Business-to-Non-Governmental Organizations) environments.
  • Background in B2B professional services, consulting, or technology preferred.

Proven Track Record

  • Documented history of owning and hitting revenue targets across a multi-line business.
  • Experience managing complex partner ecosystems – OEM, channel, and alliance models.
  • Implementation of structured sales methodologies: MEDDIC, Challenger, SPIN, or equivalent.Proven ability to navigate and close deals within government procurement frameworks and NGO funding cycles.
  • Built and led hybrid teams of quota-carrying salespeople and operational support staff.

Competencies

Strategic Acumen.

  • Thinks in portfolio terms. Balances short-term cash requirements against long-term margin objectives. Makes decisions from data.

Financial Literacy.

  • Expert in financial modelling, forecasting, and reading P&L, balance sheet, and cash flow statements. Deep understanding of EBITDA drivers.

Operational Rigor.

Process-oriented. Builds scalable, repeatable systems. Allergic to ambiguity in execution.

Executive Presence.

  • Commands the room. Presents credibly to the Board. Operates as a peer to C-level clients and partners.
  • Unifies quota-carrying sales teams and operations staff under a common mission. Coaches for performance, not just compliance.

Renumeration

  • Retainer Salary of KES 100,000 gross plus a generous commission package on achieving set targets.

How to Apply

Your application should be sent to hr@indepthresearch.org to us on or before CoB Friday, 29th May 2026. Quote the JOB TITLE on the subject of your email.