B2B Sales Executive – Enterprise Software & AML Solution

CDL was founded in early 2003 by its current Managing Director Lucy Mmari.Within her 14 year tenure in a well established logistics company, She honed her skill in human resources management and thereafter started CDL.

B2B Sales Executive – Enterprise Software & AML Solution

Job Purpose

• The B2B Corporate Sales Executive will be responsible for identifying, developing, and closing high-value business-to-business sales opportunities for enterprise software and financial compliance solutions. The role involves building relationships with corporate organisations, understanding complex business and regulatory requirements, and presenting tailored technology solutions to senior decision-makers.

• The successful candidate will manage the full B2B sales cycle, from prospecting and lead generation to needs assessment, product demonstrations, proposal development, negotiations, and contract closure. The role requires strong commercial acumen, executive-level communication skills, and the ability to manage lengthy sales cycles while consistently pursuing revenue targets.

Key Responsibilities

B2B Sales and Business Development

• Identify, prospect, and acquire corporate clients through strategic B2B sales initiatives, networking, referrals, industry events, and direct outreach.

• Develop new business opportunities among banks, insurance companies, SACCOs, digital lenders, capital markets firms, fund managers, real estate companies, and other relevant corporate institutions.

• Build and maintain a robust pipeline of qualified B2B leads, initially focusing on corporate headquarters in Nairobi.

• Develop and execute account-based sales strategies to penetrate target organisations and secure high-value contracts.

• Identify client business challenges and recommend suitable enterprise software and AML compliance solutions.

• Achieve agreed sales targets, revenue objectives, and new-client acquisition goals.

Corporate Account Management and Executive Engagement

• Build and maintain relationships with Compliance Officers, Risk Managers, IT Directors, Heads of Departments, procurement teams, C-suite executives, and board members.

• Engage multiple stakeholders within client organisations to understand decision-making processes and facilitate successful deal closure.

• Deliver professional sales presentations, product demonstrations, and commercial proposals tailored to corporate client needs.

• Communicate the business value, operational benefits, regulatory relevance, and return on investment of solutions

• Maintain long-term relationships with prospects and existing clients to support repeat business, referrals, and account growth.

Enterprise Software and AML Solutions Sales

• Drive B2B sales of Anti-Money Laundering (AML) and financial compliance software solutions, including:

• Sanctions Screening.

• Know Your Customer (KYC) and Customer Due Diligence (CDD).

• Transaction Monitoring.

• Understand corporate clients’ operational requirements, regulatory obligations, financial crime risks, and compliance challenges.

• Work closely with technical teams to deliver product demonstrations, address technical queries, and develop appropriate solution proposals.

• Position complex software solutions based on business needs rather than relying solely on product features.

• Stay informed about enterprise technology trends, regulatory developments, and competing solutions.

Sales Pipeline and Contract Management

• Manage complex B2B sales cycles, which may range from two months to over a year.

• Coordinate client engagement throughout needs assessment, technical evaluation, procurement, regulatory review, negotiations, and contract approval.

• Maintain accurate CRM records, sales forecasts, pipeline reports, and client engagement updates.

• Follow up consistently with prospects to maintain momentum and improve conversion rates.

• Monitor market developments and identify opportunities to expand the corporate client portfolio.

Regional Business Development and Sales Leadership

• Conduct regular field-based sales meetings and client visits across Nairobi.

• Support regional business development initiatives in Uganda, Tanzania, Rwanda, and other East African markets as the business expands.

• Develop industry networks and strategic relationships to generate new corporate sales opportunities.

• Provide market intelligence and client feedback to support business growth and sales strategy.