About the Role
We are seeking an experienced and highly motivated Sales Director to lead Penlink's business development and commercial growth across Africa.
This strategic role is responsible for expanding Penlink's presence throughout the region by identifying new opportunities, developing trusted relationships with government organizations, strategic partners, distributors, and system integrators, while leading complex sales engagements from opportunity creation through successful delivery.
The successful candidate will combine strong commercial capabilities with an understanding of government procurement processes, intelligence and security environments, partner ecosystems, and long-term strategic account development.
Key Responsibilities
Develop and execute Penlink's commercial strategy across African markets.
Drive business growth by identifying, developing, and closing strategic opportunities.
Build and maintain executive-level relationships with government agencies, public safety organizations, law enforcement, intelligence services, and strategic partners.
Develop, recruit, and manage distributors, resellers, and system integrators across the region to maximize market coverage and business growth.
Generate new business through direct engagement with end customers and regional partners.
Lead complex, multi-year sales processes involving multiple stakeholders, procurement authorities, and technical evaluations.
Own the entire sales lifecycle—from market analysis and opportunity qualification to proposal development, contract negotiation, and deal closure.
Understand customers' operational challenges and position Penlink's Digital Intelligence solutions to address mission-critical requirements.
Collaborate closely with Pre-Sales, Product Management, Customer Success, Marketing, Professional Services, and Delivery teams to develop winning solutions and ensure successful customer outcomes.
Develop accurate sales forecasts, maintain a healthy sales pipeline, and manage opportunities using Salesforce CRM.
Represent Penlink at customer meetings, industry conferences, exhibitions, and regional events.
Continuously monitor regional trends, competitive activity, government priorities, and emerging market opportunities.
Achieve annual revenue, pipeline, and strategic growth objectives.
Requirements
Minimum 5 years of successful sales experience across African markets.
Proven experience selling complex technology solutions to government organizations (B2G).
Demonstrated success managing enterprise software, cybersecurity, intelligence, or digital investigation solutions involving long and complex sales cycles.
Experience leading strategic opportunities from prospecting through contract award.
Strong understanding of government procurement, tender, and public-sector acquisition processes.
Proven ability to identify, develop, and manage distributors, resellers, and strategic partners.
Proven ability to build trusted relationships with senior decision-makers and executive stakeholders.
Strong business development mindset with the ability to open new markets and generate new opportunities.
Excellent negotiation, presentation, communication, and relationship-building skills.
Proven track record of consistently achieving or exceeding sales targets.
Self-driven, entrepreneurial, and capable of working independently in a geographically distributed environment.
Fluent English (written and spoken).
Willingness to travel extensively across Africa.
Preferred Qualifications
Previous experience within the Digital Intelligence, OSINT, Cyber Security, Law Enforcement, Public Safety, Homeland Security, or Defense industries.
Existing professional network across African government agencies, system integrators, distributors, or strategic partners.
Experience managing channel sales and partner ecosystems.
Experience working with international tenders, donor-funded programs, or multilateral organizations.
Familiarity with intelligence, investigative, digital forensic, or AI-driven analytics solutions.
Additional languages, particularly French or Portuguese.
Experience using Salesforce CRM.
