Commercial Team Lead

About the Company

Capi helps businesses in emerging markets pay their international suppliers quickly and efficiently. We’ve raised over $18m across Seed and Series A (Q4 2024) and are on a fast growth trajectory globally.

Capi was founded by Mitch Riley, Scott Liddle, and Tom Watson. Mitch and Scott were COO/CFO/GC and CRO/CMO at Taptap Send, a remittance unicorn, and have spent two decades between them working in emerging markets, and Tom is a career entrepreneur and founder.

Working in emerging markets is opening the door for us to have an economical impact on African markets by allowing businesses to pay suppliers and partners through our platform - we are currently live across Senegal, Ivory Coast, Cameroon, Kenya, Benin, Togo, Congo Brazzaville, and Mali, with many more coming soon.

Our team is made up of approx 70 people across 8 countries; we are a group of a highly-ambitious, get-it-done people, who like to work hard on something that has a tangible impact in the world. And we’re looking for more people to join our team!

We’re looking for a Commercial Team Lead to drive Capi’s commercial growth across Benin and Togo.

This role combines direct sales execution with team leadership: you’ll be responsible for acquiring new customers yourself, managing the performance of an existing two-person sales team, and scaling that team over time.

You’ll also act as the voice of these markets inside Capi - sharing customer insights, competitive dynamics, and local opportunities with our broader product, operations, and leadership teams.

The role reports to the Head of Growth, with close collaboration across the regional and functional teams.

• Deliver customer acquisition and revenue growth targets across Benin and Togo.

• Personally prospect, pitch, and close new business customers, especially larger or strategic accounts.

• Ensure strong pipeline coverage and predictable conversion to activation.

• Manage and coach the existing two-person sales team, driving accountability and performance.

• Set clear targets, review progress weekly, and provide structured feedback.

• Recruit, onboard, and develop new team members as markets scale.

• Build local networks of apporteurs, trade associations, and ecosystem partners.

• Identify partnership or channel opportunities that accelerate acquisition.

• Represent Capi in trade events and customer meetings to strengthen visibility and trust.

• Negotiate customer rates and ensure deals meet profitability thresholds.

• Support local rate and margin discussions in collaboration with the GM and Growth teams.

• Track unit economics and flag risks to contribution margin.

• Share customer feedback and competitive intelligence with the broader org.

• Partner with Product, Ops, and Growth to resolve bottlenecks and improve customer experience.

• Be the internal advocate for Benin and Togo - bringing the “market voice” into strategic decisions.

• 5–8 years of experience in B2B sales or business development, ideally in fintech, logistics, or payments.

• Proven success acquiring and managing business customers in early-stage or growth markets.

• Experience managing or mentoring small commercial teams.

• Fluent in French and proficient in English.

• Based in Cotonou or Lomé, with travel across both markets.

• Hands-on, analytical, and entrepreneurial - thrives in building commercial foundations from the ground up.

Additional Attributes:

• Experience in VC-backed or high-growth startups.

• Familiarity with importer/exporter ecosystems or supplier networks.

• Skilled negotiator and partnership builder.

• Experience using CRM tools (HubSpot, Salesforce).

Capi is an equal opportunity employer and welcomes candidates from diverse backgrounds. We’re all about building a diverse, inclusive team at Capi. Whoever you are, we’d love to hear from you. If there’s anything you need to make the interview process easier—whether it’s accessibility support, a different format, or just a heads-up about what to expect—just let us know, we’re happy to help.