Commercial Team Lead - Senegal

About this role

Capi http://www.capimoney.com/ 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. https://capimoney.com/mission-and-values

ABOUT THE COMMERCIAL TEAM

Our commercial team is the heartbeat of Capi - a collective of curious, driven, and hands-on builders. They’re constantly out in the field, meeting customers, uncovering their challenges, and designing real solutions that make cross-border payments simpler and faster. Powered by HubSpot, they stay structured and data-minded, transforming each interaction into insight, and every insight into growth.

They thrive with an entrepreneurial spirit - self-starters who take ownership, rely on data to guide decisions, and are passionate about supporting businesses in navigating their international payment challenges.

ROLE OVERVIEW

We are seeking an experienced and entrepreneurial Commercial Team Lead to drive commercial growth while leading and developing a high-performing sales team.

This role combines hands-on business development with team leadership. You will personally acquire and grow strategic customer relationships while coaching, managing, and scaling the commercial team to consistently achieve ambitious growth targets.

As the commercial lead, you will also act as the voice of the market within Capi, sharing customer insights, competitive intelligence, and commercial opportunities with Product, Operations, Compliance, and Leadership teams to continuously improve our offering and execution.

This is a hands-on role involving both office work and extensive field visits to meet customers and partners.

KEY RESPONSIBILITIES

Sales & Business Development

- Own customer acquisition and revenue growth within your market.

- Prospect, pitch, negotiate, and close new business customers, with a focus on strategic accounts.

- Build and maintain a healthy sales pipeline, ensuring consistent conversion from lead to active customer.

- Drive repeat transactions by developing long-term customer relationships and identifying upselling opportunities.

Team Leadership & Performance

- Coach and enable the commercial team to successfully launch and sell new Capi products and services, working closely with Product and Growth teams to drive customer adoption, gather feedback, and continuously improve go-to-market execution.

- Lead, coach, and develop the commercial team to consistently achieve performance targets.

- Set clear objectives, monitor KPIs, and provide regular coaching and performance feedback.

- Recruit, onboard, and support new team members as the business grows.

- Foster a high-performance, customer-first, and entrepreneurial team culture.

Partnerships & Market Development

- Build relationships with local business communities, referral partners, and ecosystem stakeholders.

- Identify partnership opportunities that accelerate customer acquisition and strengthen Capi's market presence.

- Represent Capi at customer meetings, networking events, and industry gatherings.

Commercial Strategy & Account Management

- Negotiate commercial terms while ensuring sustainable profitability.

- Monitor customer activity and proactively engage existing, inactive, or churned accounts to maximize retention and transaction volumes.

- Ensure customers receive exceptional service throughout their lifecycle with Capi.

Collaboration & Market Intelligence

- Act as the voice of the market by sharing customer feedback, competitive insights, and emerging trends.

- Collaborate closely with Product, Operations, Compliance, and Growth teams to improve customer experience and internal processes.

- Document customer insights and commercial best practices to help refine sales playbooks and go-to-market strategies.

- Identify operational bottlenecks and recommend improvements to support scalable growth.

REQUIREMENTS

Experience

- Minimum of 6 years of experience in B2B sales, business development, or account management, ideally within fintech, start up or financial services.

- Previous experience leading, coaching, or mentoring commercial teams.

- Proven track record of consistently delivering commercial growth in fast-paced environments.

Skills & Competencies

- Strong commercial acumen with excellent negotiation and relationship-building skills.

- Strong leadership, coaching, and people management capabilities.

- Results-driven, highly organized, and comfortable working autonomously.

- Analytical mindset with experience using CRM tools and commercial data to drive decisions.

- Fluent in French and in English.

Additional Attributes

- Passion for Capi's mission to make global finance accessible and fair.

- Entrepreneurial mindset with a "no task is too small" attitude.

- Experience in early-stage VC-backed startups, consulting, or emerging markets is a strong advantage.

- Comfortable balancing office work with frequent field visits.

- Hungry for rapid growth, ownership, and building scalable commercial operations.

ADDITIONAL INFORMATION

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

- Start date: as soon as possible - we

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