Head of Revenue

• The role holder will personally originate and close strategic opportunities while building a capable sales team, strengthening the company’s pipeline, protecting commercial margins, improving client retention and embedding effective use of the company’s CRM and sales processes.
• The Head of Revenue will also serve as the principal commercial stakeholder for the organisation’s developing location-marketing platform. The role will translate client and sales-team needs into practical product requirements, lead commercial testing and adoption, and help develop a viable go-to-market strategy for the platform.
• A central objective of the role is to move the organisation from excessive dependence on CEO-led relationships towards a strong, company owned commercial system supported by capable people, reliable data, defined processes and multiple client relationships.

Responsibilities

Revenue Ownership and Profitable Growth

• Own the company’s monthly, quarterly and annual revenue targets.
• Develop and execute a revenue plan showing how agreed targets will be achieved across clients, sectors, products and channels.
• Maintain a qualified pipeline of at least three times the applicable revenue target.
• Ensure that revenue growth is commercially sound and consistent with approved gross-margin requirements.
• Personally originate, manage and close high-value, strategic and complex opportunities.
• Identify new revenue streams, products, partnerships and market segments.
• Monitor performance against target and initiate corrective action promptly where performance falls behind plan.
• Maintain clear visibility of committed, probable and early-stage revenue opportunities.

New Business Development and Strategic Accounts

• Build relationships with brands, media agencies, government institutions, growth-stage companies and other priority client categories.
• Develop account plans for the organisation’s most valuable existing and prospective clients.
• Lead strategic pitches, negotiations, presentations and commercial proposals.
• Expand relationships beyond a single contact by building multiple stakeholder connections within important client organisations.
• Convert CEO-originated relationships into properly documented, company-owned accounts with named internal owners and defined growth plans.
• Ensure that important accounts are not dependent on one the organisation employee or one client contact.
• Maintain an active schedule of client meetings, agency visits, prospecting activities and commercial follow-ups.

Sales-Team Leadership and Accountability

• Lead, coach and manage the Media Sales Executives and other assigned commercial personnel.
• Establish clear individual targets, accountabilities, activity expectations and performance scorecards.
• Conduct regular pipeline reviews, proposal reviews, deal-strategy sessions and sales coaching.
• Improve the team’s ability to prospect, understand client needs, structure solutions, prepare proposals, negotiate and close.
• Allocate accounts and opportunities transparently, with one clearly named owner for every opportunity and campaign.
• Identify performance gaps early and implement appropriate coaching, support or performance-management measures.
• Work with People and Culture on the recruitment, onboarding and development of high-quality commercial personnel.
• Build a sales culture characterised by ownership, urgency, integrity, collaboration and disciplined follow-through.

Pipeline, CRM and Forecasting Discipline

• Own the quality, completeness and reliability of the company’s sales pipeline.
• Ensure that all leads, contacts, meetings, proposals, values, next actions, expected closing dates and outcomes are accurately recorded in Zoho Bigin.
• Ensure that the CRM becomes the recognised system of record for sales activities and opportunities.
• Maintain consistent pipeline stages and qualification criteria across the commercial team.
• Produce reliable weekly, monthly and quarterly revenue forecasts.
• Review ageing opportunities and remove, requalify or escalate stalled deals.
• Track conversion rates across the sales funnel and implement measures to improve performance.
• Ensure that management reporting provides context, analysis, risks and proposed actions rather than merely presenting activity figures.

Pricing, Proposals and Margin Protection

• Enforce approved rate cards, pricing frameworks, discount limits and gross-margin requirements.
• Ensure that vendor costs, client prices, commissions, production expenses and projected margins are properly understood before proposals are issued.
• Review strategic or exceptional proposals for commercial quality and profitability.
• Ensure that unauthorised discounts or below-margin proposals are not issued.
• Improve proposal quality, accuracy, relevance and turnaround time.
• Work with Media and Operations to maintain current information on the organisation-owned assets, approved third-party inventory, vendor rates and availability.
• Identify and eliminate sources of margin leakage during proposal development and campaign execution.

Client Retention and Account Growth

• Establish a structured account-management and client-retention programme.
• Ensure that completed campaigns are followed by proof of execution, performance reporting, client feedback and a renewal or next-campaign conversation.
• Monitor client satisfaction, complaints, service failures and renewal risks.
• Develop cross-selling and upselling strategies across the organisation’s products and services.
• Recover inactive or declining accounts through structured re-engagement.
• Ensure that client commitments are documented and communicated clearly to the relevant internal teams.
• Build a culture in which the quality of delivery supports repeat business and referrals.

Commercial Ownership of the Technology Platform

• Serve as the senior commercial stakeholder for the organisation’s location-marketing platform.
• Work closely with the Fractional Chief Technology and Product Officer and delivery team to translate commercial needs into clear product requirements.
• Ensure that platform development addresses genuine problems affecting clients, sales personnel, media owners and campaign delivery.
• Provide input into inventory search, media planning, proposal generation, pricing, margin approval, CRM integration, campaign execution and reporting workflows.
• Lead commercial user-acceptance testing with Sales, Finance and Media Operations.
• Select appropriate client briefs and campaigns for controlled pilot testing.
• Ensure that the sales team is trained and actively uses the platform once approved.
• Develop the platform’s commercial positioning, target users, revenue model and go-to-market plan.
• Build relationships with media owners, agencies and selected clients whose participation will support platform adoption.
• Gather structured user feedback and ensure that commercial priorities are reflected in the product roadmap.
• Prevent the platform from becoming a technical project disconnected from revenue generation and operational reality.

Cross-Functional Commercial Execution

• Work with Media and Operations to ensure that proposed campaigns are executable, properly costed and delivered as promised.
• Work with Finance to ensure accurate quotations, invoicing, payment tracking, credit control and commission administration.
• Support Finance in resolving outstanding client payments and commercial disputes.
• Work with Marketing to convert content, events, partnerships and campaigns into qualified opportunities.
• Work with People and Culture on commercial recruitment, onboarding, training, performance management and succession planning.
• Identify and eliminate bottlenecks between lead generation, proposal preparation, approval, invoicing, campaign execution, proof of execution and client reporting.
• Escalate material delivery, pricing, collection or client risks promptly, with proposed solutions.

Commercial Strategy and Market Intelligence

• Monitor developments in OOH, DOOH, media buying, location intelligence, advertising technology and client procurement.
• Maintain visibility of relevant competitor offerings, industry pricing and market opportunities.
• Recommend new products, partnerships, market-entry initiatives and commercial experiments.
• Provide commercial input into the company’s annual strategy, budget and operating plan.
• Represent the organisation credibly at client meetings, industry events, partnership discussions and relevant public engagements.
• Produce concise management reports identifying performance, risks, insights, decisions required and corrective actions.

Must have skills

• Strong written and verbal communication
• Cross-functional leadership.
• Commercial negotiation and deal structuring.
• Team leadership and performance management.
• Forecasting and sales analytics.
• Client relationship management.
• Revenue strategy and commercial execution.
• CRM management and revenue operations.
• Proposal development and executive presentation.

Qualifications

• Minimum HND or bachelor’s degree in Business Administration, Marketing, Economics, Communications or a related discipline.
• A relevant postgraduate qualification or professional certification is an advantage but not compulsory.
• At least seven years of progressive B2B sales, business-development or commercial experience.
• At least three years of experience leading a sales or commercial team.
• Demonstrable record of achieving substantial revenue targets and closing complex or high-value deals.
• Experience building pipelines, implementing CRM discipline and improving sales-team performance.
• Experience in media, advertising, OOH, DOOH, digital signage, adtech, SaaS, technology-enabled services or another relevant B2B sector is desirable.
• Experience commercialising a new product, platform or service is a strong advantage.
• Strong network within the Nigerian corporate, agency or advertising ecosystem is desirable.