Enterprise Sales Manager

Capi is building the financial infrastructure for emerging markets trade.

Backed by $18M+ from top-tier investors like Creandum, Y Combinator, General Catalyst, and angels from Revolut, Checkout, Stripe, and Remitly, we’re building the financial infrastructure that emerging markets deserve.

Our mission is to grow GDP in emerging markets by making the global financial system fairer and more accessible. We’re tackling global trade, making it easier for importers to pay their international suppliers. Our platform enables businesses to expand rapidly, create jobs, and be engines of prosperity for their countries.

Our team is made up of approx 100 people across 10 countries; we are a group of a highly-ambitious, get-it-done people, who like to work hard on something that has a tangible impact in the world. And we’re looking for more people to join our team!

Take a look through Capi’s mission & values.

About the Commercial Team

Our commercial team is the heartbeat of Capi - a collective of curious, driven, and hands-on builders. They are relentlessly focused on solving complex cross-border payment challenges for Africa’s most ambitious businesses.

We partner with CFOs, Finance Directors, Treasury teams, and business leaders to transform how companies move money internationally. Through a combination of deep market knowledge, consultative selling, and operational excellence, we help businesses unlock faster, more reliable, and more cost-effective international payments.

Our team thrives in high-performance environments where ownership, resourcefulness, and execution matter. We are builders who create opportunities, challenge assumptions, and consistently raise the bar.

Role Overview

We are looking for an exceptional Enterprise Sales Manager to lead the acquisition of high-value strategic customers across Côte d’Ivoire and the wider region.

This role is focused on winning and growing relationships with large corporates, multinational companies, major importers, exporters, and complex mid-market businesses with significant international payment volumes.

You will own the entire sales cycle, from identifying strategic opportunities and engaging senior decision-makers to structuring commercial proposals, navigating complex procurement processes, and closing large-scale partnerships.

Success in this role requires a combination of strategic thinking, executive presence, commercial acumen, and relentless execution.

This is a highly external-facing role involving significant time meeting senior executives, building industry relationships, and representing Capi within the local business ecosystem.

Key Responsibilities

Strategic Business Development

• Identify, prioritize, and acquire high-value corporate customers with significant international payment needs.

• Build and execute account acquisition strategies for named strategic accounts and target sectors.

• Develop relationships with C-level executives, Finance Directors, Treasury leaders, and key decision-makers.

• Generate and manage a robust pipeline of enterprise opportunities through outbound prospecting, referrals, partnerships, and market intelligence.

Enterprise Sales Execution

• Lead complex sales cycles involving multiple stakeholders and long decision-making processes.

• Conduct in-depth discovery sessions to understand customer payment flows, operational challenges, treasury requirements, and growth objectives.

• Build compelling commercial proposals and business cases demonstrating measurable value creation.

• Lead commercial negotiations and drive opportunities through to successful close.

Strategic Account Growth

• Develop long-term relationships with strategic customers and act as a trusted advisor.

• Identify opportunities to increase transaction volumes, expand wallet share, and deepen customer engagement.

• Create account plans for key customers and drive long-term revenue growth.

Market Intelligence & Industry Leadership

• Develop a deep understanding of the local business landscape, key industries, trade corridors, and competitive dynamics.

• Represent Capi at industry events, networking forums, and executive meetings.

• Gather market intelligence and customer insights to influence product development, go-to-market strategy, and commercial priorities.

Cross-Functional Leadership

• Partner closely with Compliance, Operations, Product, and Leadership teams to ensure successful execution of strategic opportunities.

• Coordinate internal stakeholders throughout complex sales processes.

• Share learnings and best practices to strengthen enterprise sales playbooks and commercial strategy.

Requirements

Experience

• 7+ years of experience in enterprise sales, corporate banking, treasury solutions, international payments, trade finance, FX, fintech, or financial services.

• Proven track record of consistently acquiring and growing large corporate accounts.

• Demonstrated experience managing complex B2B sales cycles involving senior executive stakeholders.

• Experience closing high-value commercial agreements and negotiating complex contracts.

Skills & Competencies

• Strong executive presence with the ability to engage credibly with C-level stakeholders.

• Exceptional consultative selling and relationship-building skills.

• Strong commercial and financial acumen.

• Excellent negotiation and stakeholder management capabilities.

• Ability to navigate ambiguity and operate effectively in a fast-paced, high-growth environment.

• Strong CRM discipline and data-driven sales management.

• Professional fluency in French and English (written and spoken) is essential for engaging C-level stakeholders across Côte d'Ivoire and the wider region.

Additional Attributes

• Passion for Capi’s mission to make global finance accessible and fair.

• Entrepreneurial mindset with a strong bias for action.

• Ability to operate autonomously while influencing cross-functional teams.

• Comfortable building from scratch and creating opportunities where none exist.

• Previous experience in high-growth startups, top-tier financial institutions, consulting firms, or enterprise technology companies is highly valued.

• Hungry for impact, ownership, and the opportunity to build one of Africa’s leading fintech businesses.

Additional Information:

• This is a full-time position with competitive salary, share options, and benefits

• Start date: as soon as possible - we are aware people will have notice periods, and can adjust as needed

Capi is an equal opportunity employer and welcomes candidates from diverse backgrounds. We’re all about building a diverse, inclusive team at Capi. Whoever you are, we’d love to hear from you. If there’s anything you need to make the interview process easier—whether it’s accessibility support, a different format, or just a heads-up about what to expect—just let us know, we’re happy to help.

We've won some cool awards recently too! Check them out:

• Startups UK Top 100 (No. 24)

• Viva Technology Top 100

• Welcome to the Jungle's Fintech's Finest Top 50