Director: New Business

We Are Setting The Pace

Clickatell is a world-class Chat Commerce company, ambitious to stay ahead of its competitors. We build our own culture in which we dream big and stay busy doing the right things. We need champions who understand the bigger picture, believe in making a difference and are able to connect the dots to achieve success. In our agile and demanding environment, you will be required to collaborate, ask the right questions and take the smart risk.

We call ourselves Champions. Why Champions? Because it's not only about what we have done, but what we are doing and going to do. The way we do things, matter and influences how we drive our organization forward and deliver solutions to our customers. Watch this space as we blaze a new path while expanding across the globe.

Purpose

As Director of New Business, you will lead Clickatell's new business sales team, driving the acquisition of new enterprise clients across Southern Africa. You will be responsible for developing and executing strategies to identify, engage, and win new business opportunities, building a robust pipeline, and ensuring the team consistently exceeds ambitious growth targets.

We Do The Right Things

Responsibilities of the Role

New Business Acquisition

• Lead, coach, and inspire a team of New Business Executives to achieve and exceed new client acquisition targets.

• Develop and implement comprehensive sales strategies and campaigns to identify and secure new enterprise customers for Clickatell's SaaS solutions.

• Drive proactive prospecting, networking, and relationship-building activities to generate high-quality leads and opportunities.

• Oversee the end-to-end new business sales cycle, including prospecting, needs analysis, solution presentation, deal structuring, and contract negotiation.

• Ensure the team maintains a strong pipeline of qualified opportunities and delivers accurate sales forecasts and reporting.

Team Leadership

• Provide strong, hands-on leadership to the New Business Executives, setting clear expectations and holding team members accountable for performance and activity levels.

• Reinforce and embed best-practice sales methodologies, ensuring consistent execution across all stages of the sales process.

• Ensure rigorous use of Salesforce: drive daily discipline in updating opportunities, maintaining accurate pipeline data, and completing all required reports and dashboards.

• Monitor team activity and pipeline health through Salesforce dashboards, using data to coach, intervene, and drive continuous improvement.

• Conduct regular pipeline reviews, deal clinics, and performance check-ins to ensure targets are met and best practices are followed.

• Foster a culture of high performance, discipline, and continuous learning, providing ongoing coaching, feedback, and professional development.

• Collaborate cross-functionally to remove obstacles and enable the team to focus on high-value new business activities.

Market & Industry Engagement

• Stay abreast of industry trends, competitor activities, and market dynamics to inform sales strategies and positioning.

• Represent Clickatell at industry events, conferences, and networking opportunities to build brand awareness and generate new business leads.

We Are OnA Learning Journey

Requirements of the Role

• Bachelor's degree (NQF 7) in IT, Engineering, Commerce, or related field; MBA is an advantage.

• 10+ years of enterprise sales experience, with at least 5 years in a leadership role focused on new business development / customer acquisition in SaaS.

• Proven track record of building, leading, and managing high-performing new business sales teams.

• Demonstrated ability to drive disciplined sales execution, reinforce best-practice sales methodologies, and hold team members accountable for activity, pipeline, and results.

• Highly skilled in using Salesforce data and dashboards to monitor performance, coach team members, and drive continuous improvement.

• Deep understanding of the SaaS industry and enterprise sales cycles.

• Strong network of decision-makers within corporate South Africa.

• Exceptional communication, negotiation, and presentation skills.

• Demonstrated ability to work cross-functionally and influence at all levels, including C-suite.

• Analytical, strategic thinker with strong business acumen and problem-solving skills.

A Bit About You

Behavioural competency requirements of a Trailblazer:

• Leading Possibility: Leads a high performance and learning culture that focuses on building capacity to deliver more and better in the future. Multipliers who harness and develop others to ensure the team work productively and are developed professionally with clear career paths.

• Striving Optimizer: Strives towards best version we can be and creates efficiencies to scale for growth. Influences others to optimize the present while thinking about the future. Monitors, evaluates, and makes recommendations to enhance processes, people, financials, and technology.

• Expert Advisor: Explores, interprets, and pushes the boundaries by implementing best-in-class practices. Influences others with unique insight and inspires innovative thinking. Ensures that teams comprise of members with diverse strengths, and perspectives to expand thinking.

• Balancing Risk: Applies good judgement without fail and encourages a mindset of taking smart risks in the team. Proactively manages exposure to risk, alert to potential vulnerabilities, and drives the required action.

• Collab Coach: Intentionally creates and supports a culture that facilitates teamwork across the organization. Counteracts silo mentality to maximize team capabilities. Remains optimistic and defuses tension as a team works through issues by using dialogue that is constructive.

• Awareness and Empathy: Leads by example by practicing self-awareness and shows empathy when it is needed. Stays calm and focused under pressure to avoid making rash decisions led by emotions.

• Blueprint Generator: Provides strategic input and creates the functional strategy that achieves the vision with clear and effective objectives and plans.

• Aligned Performer: Ensures we are focused on doing the right things at the right time. Provides a high level of clarity for accountabilities, priorities, and direction for the team. Utilizes the communication rhythm so information moves accurately and quickly.

• Change Driver: Capitalizes on opportunities for change that shapes the organization with a detailed view of the road going forward and required changes to resources. Prioritizes experimenting with new ideas in order to pursue growth opportunities quickly, and efficiently. Develops capabilities required to continuously imagine innovative solutions.

• Driving Results: Energized by challenges and stretch goals. Compelled to achieve despite the obstacles, uncertainty, and complexity. Takes responsibility for the performance of the team and resulting outputs.

Why You Should Join

Perks of the Role

• Medical Aid contribution

• Pension fund contribution

• Quarterly performance incentive bonus

• Risk benefit company contributions

• Reimbursable communications allowance for internet and mobile phone bills

• Half-day off on your birthday

• 5 personal days leave a year, over and above your annual leave

• Hybrid working with access to office hubs as required.

• Home office set-up with laptop, monitor and other related items.

Stronger Together

Clickatell is unequivocally committed to Diversity, Inclusion and Belonging. We believe that we are stronger together and that sameness limits our thinking and our opportunities. You are welcome at Clickatell for who you are, no matter where you come from or what you choose to believe. Our platform is for everyone, and so is our workplace. But it isn't just about a whole lot of different people working together all having their say – it is about us creating a place where we all feel that we belong. It's in our differences that we will find the power to keep revolutionizing the way the world uses chat technology.