Technical Sales Lead

Ozow, a prominent fintech innovator in South Africa and internationally, is searching for a seasoned Technical Sales Lead to be based in their Cape Town offices. This pivotal role will shape how Ozow conceptualises, markets, and implements its payment solutions for its entire merchant clientele. The ideal candidate will possess a blend of commercial acumen and technical expertise, crucial for navigating the dynamic landscape of digital payments.

About the Role

This is a strategic position responsible for defining and executing Ozow's approach to its merchant base. The Technical Sales Lead will be instrumental in forging a more deliberate and differentiated engagement strategy for both current and prospective merchants. A key facet of the role involves articulating the value proposition of Ozow's solutions, encompassing scalable, repeatable offerings as well as bespoke solutions tailored for larger, more intricate merchant needs. The individual will be expected to identify and prioritise areas where solution development can yield the most significant commercial returns.

Furthermore, the role requires the ability to translate complex merchant requirements into clear, actionable commercial and technical proposals, guiding them from initial contact through to a finalised, deliverable outcome. A significant part of the responsibility will involve collaborating closely with Product and Engineering teams to facilitate the transition of solutions from the design phase to actual delivery, and to package successful solutions for broader application and reuse.

The Technical Sales Lead will play a central role in fostering and managing essential relationships with banks, infrastructure providers, and other strategic partners that form the bedrock of Ozow's payment solutions. A primary objective will be to drive revenue growth across both new and existing merchant accounts, with a particular focus on acquiring enterprise-level and complex merchants through targeted outreach, leveraging existing networks, and dedicated business development efforts.

Close collaboration with Sales, Product, and Engineering departments will be essential to ensure alignment in the go-to-market strategy for key merchant accounts. The role also entails establishing and leading Ozow's solutions function. This involves developing the team, refining operational methodologies, creating comprehensive playbooks, and consistently meeting the function's Objectives and Key Results (OKRs).

Key responsibilities include:

• Defining and owning the overall strategy for engaging Ozow's merchant base.
• Developing and articulating a compelling solution proposition for all merchant segments.
• Identifying and prioritising solution development efforts based on commercial value.
• Translating merchant needs into concrete commercial and technical solutions.
• Facilitating the transition of solutions from concept to delivery in partnership with Product and Engineering.
• Building and managing strategic relationships with banks, infrastructure providers, and partners.
• Driving revenue growth and acquiring new enterprise and complex merchants.
• Collaborating with internal teams to align go-to-market strategies.
• Establishing, leading, and developing the solutions function, including team, processes, and documentation.

What They're Looking For

Ozow seeks candidates with a robust educational background, ideally a Bachelor's degree in a commercial, technical, or related field, with a postgraduate qualification being an advantage. A minimum of 8 years of experience is required, preferably within the payments, fintech, or enterprise technology sectors, spanning solutions, commercial, or partnership roles.

A demonstrable history of successfully designing and selling complex solutions to large or intricate merchants is crucial. Experience in cultivating and managing bank, platform, or partner relationships to achieve commercial objectives is also highly valued. The successful candidate must possess both commercial and technical fluency, enabling them to effectively structure and price deals while maintaining credibility with product and engineering teams.

Essential attributes and experience include:

• A Bachelor's degree in a relevant commercial or technical field; postgraduate qualification preferred.
• 8+ years of experience in payments, fintech, or enterprise technology.
• Proven track record in designing and selling solutions to large or complex clients.
• Experience in building and managing key partner relationships for commercial benefit.
• Strong commercial and technical proficiency.
• Demonstrated ability to work effectively across multiple departments and to build or lead a team.
• Excellent executive presence and influencing skills.
• Knowledge of the South African payments landscape is considered an advantage.

For candidates in South Africa, roles like this Technical Sales Lead in the burgeoning fintech sector often command competitive salaries, reflecting the specialized skills and experience required. Typical employers include payment gateways, digital banking platforms, and established financial institutions looking to enhance their digital offerings. Career progression can lead to senior management positions within sales, product strategy, or even business unit leadership, particularly within rapidly growing companies like Ozow that are at the forefront of digital payment innovation.

• Bachelor’s degree in a commercial, technical or related field (post-graduate qualification an advantage).
• 8+ years of experience in payments, fintech or enterprise technology, across solutions, commercial or partnerships roles.
• A proven track record of designing and selling solutions to large or complex merchants or clients.
• Experience building and managing bank, platform or partner relationships as a route to commercial outcomes.
• Both commercial and technical fluency, enough to structure and price a deal and to be credible with product and engineering teams.
• Experience working cross-functionally and building or leading a team.
• Strong executive presence and the ability to influence senior internal and external stakeholders.
• Knowledge of the South African payments landscape an advantage.