Sales Manager: Business Development

nCino offers exciting career opportunities for individuals who want to join the worldwide leader in cloud banking.

 

The Sales Manager: Business Development leads a team of Business Development Executives (BDEs) across nCino KYC Africa's two commercial motions: high volume run rate sales and strategic enterprise sales. This sales leader owns team revenue delivery, embeds a disciplined sales process across the team, and coaches BDEs to convert pipeline consistently, not just build it.
About us
nCino KYC Africa is on a mission to make money laundering impossible. We are a team of curious, committed and passionate individuals who love building extraordinary things while being the best partners our clients will ever have. Our Software as a Service platform and compliance service offerings are being used by a range of accountable institutions globally, from attorney groups and asset managers to foreign exchange firms, and financial advisors - and we are still growing

 

• Reports to: Area Vice President, Africa

• Direct reports: Business Development Executives covering both run rate (Essentials, Small, Medium) and enterprise segments

• Key working relationships: SDR Team Lead (pipeline handoff and lead quality), Marketing, Partnerships, Enterprise Specialists, Compliance, Onboarding, Finance, Legal, Account Management, and Support

Revenue and Sales Leadership

• Own and deliver BDE team revenue goals quarterly and annually, across both the run rate and enterprise segments

• Lead, coach and support the BDE team in meeting and exceeding individual and team quota

• Attract, hire and onboard top BDE talent to support continued team growth

Commercial Methodology and Deal Execution

• Embed the QUALIFY, PREPARE, CLOSE, GROW sales process across the team, with MEDDPICC as the qualification standard for every opportunity

• Coach BDEs on applying MEDDPICC in live deals, not only documenting it retrospectively

• Support the team in closing large, complex enterprise transactions, including Proof of Value stages and Mutual Action Plans where relevant

• Understand target market business needs and accurately articulate the nCino value proposition at executive level

Pipeline and Forecast Discipline

• Enforce deal stage review cadence and CRM hygiene so pipeline data reflects real deal status rather than aspirational status

• Deliver accurate monthly, quarterly and annual forecasts

• Use pipeline and conversion data to identify coaching priorities early, rather than at quarter end

Coaching and Enablement

• Run structured, cadenced coaching using the team's Definitions of Done framework and weekly performance tracking

• Build the team's ability to sell to the C-suite and challenge executive decision makers

• Identify skill gaps and close them through targeted individual development plans

Cross-Functional Collaboration

• Partner closely with the SDR function on pipeline generation, lead quality and conversion feedback

• Work with Marketing, Partnerships, Product, Compliance, Onboarding, Finance, Legal, Account Management and Support to remove obstacles to revenue

• Build and maintain key customer executive relationships and develop strategies for expanding the company's customer base

• Co-present at webinars and industry events, in partnership with Marketing, to build market credibility and support pipeline generation

Required

• 8+ years software sales experience in a fast paced, high growth environment, with a demonstrated record of exceeding quota

• 2+ years sales management experience, ideally in a B2B SaaS environment

• Experience selling into financial services, compliance, or another regulated industry in South Africa is strongly preferred given the FICA compliance context of this role

• Demonstrated ability to challenge executive decision makers, build consensus with client executives, and sell to the C-suite

• Working knowledge of a structured sales qualification methodology such as MEDDPICC, or demonstrated ability to learn and apply one quickly

• Strong listening skills and excellent verbal and written communication ability, including confidence presenting and demonstrating solutions to executive audiences, onsite or virtually

• History of success in a collaborative environment, with demonstrated ability to partner across product, sales, professional services, support, finance and marketing

• Comfortable using pipeline and performance data to guide coaching decisions rather than relying on instinct alone

• Confident public speaker, comfortable co-presenting to external audiences at industry events and webinars

• Ability to travel to client locations within South Africa as required to accomplish and exceed goals

• Based in Johannesburg, South Africa

• Hybrid work environment requiring three days in office to spend time with the team

• Travel Requirements:  Requires up to 40% travel

Desired

• Experience training and developing team members in a fast paced, high performance environment

• Experience managing or closely coordinating with an SDR function

• Track record of improving cross functional working relationships between sales sub teams

• Flexible problem solver who will thrive in nCino's fast paced, collaborative, entrepreneurial environment

• Graduate degree and/or other relevant certifications

• Pipeline generation: consistent, 4 x healthy pipeline coverage built in partnership between the BDE and SDR function, sufficient to support quota attainment across the team

• Conversion rate: measurable, sustained improvement in team conversion through disciplined deal stage progression and qualification rigor

• Enterprise execution: demonstrated progress on enterprise opportunities through the QUALIFY, PREPARE, CLOSE, GROW framework, including active use of Proof of Value and Mutual Action Plans

In Return We're Offering

• OTE ( On target earnings ) = Base Salary + Incentive based on team performance

• Medical aid

• Group life cover, funeral cover, and severe illness cover from day one

• Retirement fund contribution

• 20 days of paid time off annually, plus 16 hours of paid volunteer time

• Employee Assistance Program for you and your immediate family

• A workplace where diverse perspectives are actively sought out and valued - we know great ideas come from people with different backgrounds, experiences, and ways of thinking, and we're committed to building a team that reflects tha

 

If you thrive in a high-energy, entrepreneurial environment, we invite you to share your passion, ideas and excitement at nCino.

 

nCino provides equal employment opportunities to all employees and applicants for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, protected veteran status, disability, genetics or other protected groups. In addition to federal law requirements, nCino complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.

nCino is committed to the full inclusion of all qualified individuals. As part of this commitment, nCino will ensure that persons with disabilities are provided reasonable accommodations. If reasonable accommodation is needed to participate in the job application or interview process, to perform essential job functions, and/or to receive other benefits and privileges of employment, please contact us at [email protected]. 

Our commitment to inclusion and equality includes a strong belief that the diversity of our team is instrumental to our success.  We strive to create workplaces where employees are empowered to bring their authentic selves to work.