Head of Revenue

About this role

The role of Head of Revenue at The People Practice in Lagos involves driving the company’s commercial growth and making revenue more predictable and profitable. It is a hands-on position combining direct selling, key account development, team leadership, revenue operations, and go-to-market strategy, with responsibility for the organisation’s location-marketing platform. The person will lead a sales team, manage the sales pipeline, protect margins and improve client retention, while ensuring effective use of CRM and sales processes. The role also requires translating client needs into product requirements and helping develop a go-to-market plan for the platform. The objective is to reduce dependence on the CEO for revenue by building a company-owned commercial system with defined processes and multiple client relationships.

What you would do

• Own monthly, quarterly and annual revenue targets and develop a plan to achieve them across clients, sectors, products and channels.
• Maintain a pipeline at least three times the target value and oversee revenue growth in line with gross-margin requirements.
• Personally originate, manage and close high-value opportunities and identify new revenue streams and markets.
• Monitor performance and take corrective action when needed; maintain visibility of committed, probable and early-stage opportunities.
• Build relationships with priority client categories and develop account plans for valuable clients and prospects.
• Lead strategic pitches, negotiations and proposals; expand relationships beyond a single contact within client organisations.
• Ensure accounts are documented with defined owners and growth plans, avoiding dependency on a single person.
• Maintain an active schedule of client meetings, prospecting and follow-ups.
• Lead, coach and manage sales team members; establish targets, accountability and scorecards.
• Maintain a reliable CRM system, produce forecasts, review ageing opportunities and drive improvements.

What they are asking for

• Experience in senior revenue leadership or sales leadership roles in marketing, advertising or related sectors.
• Proven ability to own revenue plans and manage complex opportunities.
• Strong pipeline management and CRM proficiency (Zoho Bigin or similar).
• Ability to lead a sales team and implement coaching, performance management and recruitment with People and Culture.
• Strategic account management experience with multi-stakeholder engagement and cross-functional collaboration.
• Understanding of pricing, margins, proposals and negotiation to protect profitability.
• Excellent communication and stakeholder management skills.
• Knowledge of location-based marketing platforms or advertising technology would be an advantage.

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