About the Role

The Client Growth Executive is responsible for building qualified pipeline and converting opportunities into profitable client engagements across Growthpad and its affiliated brands. The role combines modern consultative selling, account development, commercial coordination and disciplined pipeline management. The successful candidate will identify client needs, shape appropriate cross-brand solutions, lead outreach and discovery, coordinate proposals and pitches, support commercial negotiations and ensure every successful opportunity is handed over cleanly to the Client Delivery Lead. This is a revenue-accountability role, not a relationship-building position without measurable commercial outcomes.

Key Responsibilities

1. Market Development and Prospecting

• Build and maintain a targeted prospecting plan across priority sectors, client segments, markets and service lines.
• Identify suitable corporate, institutional, development-sector, government, technology and high-growth prospects through research, referrals, events, partnerships, digital channels and direct outreach.
• Develop account maps covering decision-makers, influencers, procurement stakeholders, incumbent providers, business priorities and likely buying triggers.
• Conduct structured outbound activity through email, LinkedIn, telephone, events, referrals and other approved channels.
• Use modern sales intelligence, AI-assisted research and account-based methods to improve relevance, timing and conversion.
• Prioritise opportunities based on strategic fit, urgency, budget potential, profitability, probability of conversion and delivery feasibility.
• Maintain a healthy balance between new-logo acquisition, existing-client expansion and partner-generated opportunities.

2. Consultative Discovery and Opportunity Qualification

• Lead discovery conversations that uncover the client’s underlying business problem, desired outcomes, urgency, decision process, budget context and implementation constraints.
• Qualify opportunities using an approved framework and avoid advancing weak, unfunded or poorly aligned leads without a clear commercial rationale.
• Distinguish between stated requests and the deeper commercial, operational, communication, technology or growth problem that Growthpad can solve.
• Determine the most suitable Growthpad brand, specialist team or integrated cross-brand solution for each opportunity.
• Clarify scope assumptions, stakeholder expectations, procurement requirements, timelines, evaluation criteria and competitive context before proposal development.
• Document discovery findings accurately in the approved CRM and translate them into a clear internal opportunity brief.
• Challenge unrealistic client assumptions respectfully and avoid making commitments that delivery teams have not validated.

3. Cross-Brand Solution Development

• Shape client solutions by combining relevant capabilities from Growthpad, CCSA Africa, PAAN, Video Force, Edutab, and other approved group brands where appropriate.
• Position the group around client outcomes rather than presenting a disconnected list of services or brands.
• Coordinate internal specialists to develop credible methodologies, workstreams, deliverables, timelines, team structures and commercial models.
• Identify opportunities to cross-sell complementary services without forcing unnecessary scope onto the client.
• Ensure proposed solutions are realistic, differentiated, measurable and aligned with the client’s decision criteria.
• Work with the Client Delivery Lead and technical owners to test delivery feasibility, resourcing, dependencies, risks and assumptions before commercial submission.
• Protect the clarity of brand ownership while ensuring the client experiences one coordinated Growthpad commercial relationship.

4. Proposal, Pitch and Tender Coordination

• Lead or coordinate the preparation of proposals, quotations, capability statements, pitch decks, expressions of interest and tender responses.
• Convert discovery insights into persuasive client narratives that clearly explain the problem, evidence, proposed solution, expected outcomes and next step.
• Coordinate technical, financial, legal, compliance and administrative inputs required for commercial submissions.
• Maintain proposal calendars, responsibility matrices, submission checklists and version control for active opportunities.
• Ensure every proposal responds fully to the client brief, RFP or procurement requirement and remains consistent across technical and financial sections.
• Prepare and rehearse pitch presentations, demonstrations and clarification meetings with relevant internal experts.
• Maintain a reusable library of approved case studies, credentials, team profiles, methodologies, standard responses and commercial assumptions.
• Conduct win-loss reviews and use the findings to improve future qualification, positioning and proposal quality.

5. Commercial Negotiation and Deal Closure

• Advance qualified opportunities through the agreed sales stages toward a clear decision and documented next action.
• Coordinate pricing, scope, payment terms, milestones, assumptions, exclusions and commercial options with leadership, finance and delivery owners.
• Protect target margins and avoid discounting without a clear strategic or commercial justification.
• Negotiate professionally while maintaining trust, urgency and clarity with client stakeholders.
• Address objections using evidence, relevant case studies, partial solutions, commercial logic and practical risk reduction.
• Coordinate procurement forms, vendor-registration requirements, due diligence, contract review and other closing conditions.
• Ensure verbal agreements are converted into signed contracts, purchase orders or other approved forms of commitment before delivery begins.
• Maintain momentum through disciplined follow-up rather than allowing qualified opportunities to remain indefinitely inactive.

6. Strategic Account Growth and Client Expansion

• Work with the Client Delivery Lead to identify renewal, expansion and cross-brand opportunities within active accounts.
• Maintain account growth plans for priority clients, including current work, whitespace opportunities, stakeholder relationships, risks and next-best actions.
• Use delivery performance, client feedback, changing business needs and upcoming planning cycles to identify relevant expansion opportunities.
• Coordinate account reviews with delivery teams before renewal or budget-planning windows.
• Build relationships beyond a single client contact to reduce dependency risk and improve account resilience.
• Ensure expansion conversations are grounded in demonstrated client value rather than premature selling.
• Track new-logo revenue, expansion revenue, renewal opportunities and cross-brand revenue separately.

7. Pipeline, CRM and Forecast Management

• Maintain complete and current records for every lead, opportunity, stakeholder, activity, proposal, value, probability, expected close date and next action in the approved CRM.
• Own a clearly defined personal pipeline and maintain sufficient coverage against monthly, quarterly and annual revenue targets.
• Prepare accurate weekly pipeline reports and participate in structured commercial reviews.
• Forecast conservatively using evidence from buyer engagement, procurement stage, budget confirmation, decision process and next-step quality.
• Identify stalled opportunities early and implement a specific recovery, nurture or disqualification action.
• Maintain clean stage definitions and avoid inflating the pipeline with unqualified contacts or speculative values.
• Use pipeline data to identify conversion bottlenecks, weak sectors, slow sales stages and priority interventions.
• Protect confidentiality and comply with Growthpad requirements when handling prospect, pricing and client data.

8. Sales-to-Delivery Handover

• Prepare a complete commercial handover package for every won engagement before mobilisation.
• Brief the Client Delivery Lead on the client problem, agreed outcomes, scope, deliverables, assumptions, exclusions, pricing, margin expectations, stakeholders, risks and commitments.
• Ensure contracts, proposals, budgets, correspondence, approvals and relevant discovery records are organised and accessible.
• Participate in internal handover and client kick-off meetings where commercial context is important.
• Resolve ambiguities between what was sold and what can be delivered before execution begins.
• Remain involved during the early mobilisation period to preserve relationship continuity without interfering with delivery accountability.
• Avoid informal promises or undocumented scope commitments that create delivery, margin or reputational risk.

9. Partnerships, Channels and Market Presence

• Develop selected referral, technology, agency, industry and institutional relationships that can generate qualified commercial opportunities.
• Evaluate partnerships based on strategic fit, addressable opportunity, reciprocal value, economics and activation potential.
• Represent Growthpad professionally at conferences, industry events, networking sessions, client forums and partner meetings.
• Convert market presence into structured follow-up, qualified opportunities and measurable pipeline rather than treating attendance as an end result.
• Coordinate with marketing teams on campaigns, thought leadership, case studies and demand-generation activities that support commercial priorities.
• Track partner-sourced pipeline and revenue separately to determine which relationships are commercially productive.

10. AI-Native and Technology-Enabled Selling

• Use approved AI tools to accelerate account research, meeting preparation, outreach personalisation, opportunity briefs, proposal drafting and follow-up planning.
• Use AI-assisted analysis to identify buying signals, likely objections, stakeholder gaps, cross-brand opportunities and weak points in the sales process.
• Create reusable prompts, templates and workflows for recurring sales activities while preserving human judgement and brand quality.
• Use CRM, sales-engagement, collaboration and analytics tools consistently to improve visibility and productivity.
• Validate all AI-generated facts, calculations, claims, references and client communications before use.
• Protect confidential, personal and commercially sensitive information by using only approved systems and data-handling practices.
• Contribute practical improvements that reduce administrative effort and increase the time available for high-value selling.

11. Commercial Intelligence and Continuous Improvement

• Monitor sector developments, procurement activity, client investment priorities, competitor positioning and emerging demand across target markets.
• Share actionable market intelligence with leadership, brand heads, delivery teams and marketing teams.
• Maintain an informed view of Growthpad capabilities, case studies, pricing logic, differentiators, capacity and delivery constraints.
• Analyse sales performance by source, sector, brand, service line, deal size, stage, conversion rate and sales cycle.
• Participate in win-loss reviews and recommend specific improvements to targeting, qualification, messaging, pricing and follow-up.
• Build personal expertise in consultative selling, complex B2B sales, proposal development, negotiation and strategic account growth.

Job Requirements

• At least three years of B2B sales, business development, account growth or client acquisition experience in an agency, consultancy, technology company, professional-services firm, BPO, workforce business or similarly complex service environment.
• Demonstrable evidence of personally building pipeline and contributing to signed revenue, not only supporting marketing or partnership activities.
• Bachelor’s degree in business, marketing, communications, information technology, economics, international relations or a related discipline.
• Experience selling intangible, customised or multi-workstream services where discovery and solution shaping are required.
• Ability to conduct prospect research, lead discovery meetings, qualify opportunities, coordinate proposals and support commercial negotiations.
• Experience using a CRM and maintaining accurate opportunity stages, values, activities, next actions and forecasts.
• Strong written communication, presentation, persuasion, meeting facilitation and stakeholder-management skills.
• Commercial numeracy sufficient to understand pricing, discounts, payment terms, margins, media budgets, supplier costs and revenue forecasts.
• Ability to understand both technical and non-technical services and explain them in clear client language.
• Demonstrable ability to use AI tools responsibly within research, prospecting, proposal and sales workflows.
• High integrity, sound judgement and the confidence to disqualify poor-fit opportunities or challenge unprofitable commercial terms.
• Experience selling integrated marketing, communications, technology, research, consulting, BPO, workforce, training, events or creative-production services.
• Experience working across several brands, practices, business units or solution categories.
• Exposure to corporate procurement, donor-funded programmes, RFPs, tenders or institutional buying processes.
• Experience with account-based selling, strategic account planning or multi-stakeholder enterprise sales.
• Existing professional networks within East Africa or relevant pan-African sectors.
• Experience supporting multi-country or cross-border opportunities.
• Familiarity with LinkedIn Sales Navigator, HubSpot, Salesforce, Zoho CRM, Pipedrive or similar sales platforms.
• Experience developing partnerships that produced measurable pipeline or revenue.
• Training or certification in consultative selling, strategic sales, account management, negotiation or a recognised sales methodology.