Senior Business Development Manager – South Africa (Payments & Financial Operations)

Duplo is a modern finance and operations platform that helps businesses control, approve, and move money in one place. We replace fragmented expense, approval, and payment workflows with a single, local-first platform built for how businesses actually operate.

We’re growing fast in South Africa and looking for a Senior Business Development Manager to own revenue growth, build a pipeline, and convert high-quality prospects into long-term customers. You’ll play a key role in shaping our GTM motion, establishing Duplo’s commercial presence and revenue engine in South Africa.

The Senior Business Development Manager will own revenue growth and customer acquisition in South Africa, personally closing deals, building pipelines, and establishing Duplo as a credible player in a competitive market.

This is a hands-on, individually accountable role with a clear path to P&L ownership once scale is hit in South Africa, and build a repeatable sales motion (typically 12 months).

Key Responsibilities

1. Revenue & Pipeline 

• Own the full sales cycle: outbound → discovery → demo → close.

• Build and manage a healthy, predictable pipeline.

• Consistently hit monthly and quarterly revenue targets.

• Convert pilots and free users into revenue customers.

• Converting onboarded customers into transacting customers.

• CX support for your clients.
  

2. Sales Execution

• Run sharp discovery calls and value-led demos.

• Clearly articulate Duplo’s value to CFOs, finance leaders, and operators.

• Handle objections around compliance, pricing, and change management.

• Negotiate commercials and close deals confidently.

• Forecast revenue with discipline and transparency.

3. Go-To-Market Execution  

• Help refine Duplo’s sales messaging, ICPs, and positioning.

• Contribute to Duplo's go-to-market strategy for pricing, localisation, and packaging decisions.

• Feed real customer insight back into product and marketing.

• Identify repeatable sales motions and scalable playbooks.

• Support partnerships and referral opportunities.

• Executive-level feedback on competitive landscape,  customer segments, and customer buying behaviors. 
  

4. Partnerships & Market Presence

• Build relationships with:
  • Customers and prospects
  • Payment partners and service providers
  • Industry networks and associations

• Represent Duplo at relevant industry events and forums

• Help establish Duplo as a credible, trusted player in the local market

5. Internal Collaboration & Execution Discipline

• Work closely with:
  • Product and engineering teams
  • Operations and onboarding teams
  • Finance, risk, and compliance teams

• Maintain accurate CRM records and pipeline reporting

• Forecast revenue with discipline and transparency

• Help shape sales playbooks for future hires in the region
  

Requirements:

• 6+ years of experience in B2B sales (SaaS, fintech, payments, or financial services preferred).

• Proven experience closing enterprise, mid-market, or SME deals.

• Comfortable selling to finance, ops, and leadership teams.

• Strong commercial instincts — you understand margin, pricing, and value.

• Self-starter who thrives in fast-moving, agile environments.

• Clear communicator who can simplify complex products.

• Experience selling platforms that facilitate payments or accounting.

• Highly commercial, outcome-driven, comfortable with accountability.