Head of Revenue

Our Client, a marketing and advertising company is looking for an Head of Revenue, who will be responsible for leading the organisation’s commercial growth and making revenue more predictable, profitable and sustainable. This is a hands-on, player-coach role combining direct selling, key-account development, team leadership, revenue operations, commercial strategy and disciplined execution.

The role holder will personally originate and close strategic opportunities while building a capable sales team, strengthening the company’s pipeline, protecting commercial margins, improving client retention and embedding effective use of the company’s CRM and sales processes.

The Head of Revenue will also serve as the principal commercial stakeholder for the organisation’s developing location-marketing platform. The role will translate client and sales-team needs into practical product requirements, lead commercial testing and adoption, and help develop a viable go-to-market strategy for the platform.

A central objective of the role is to move the organisation from excessive dependence on CEO-led relationships towards a strong, company owned commercial system supported by capable people, reliable data, defined processes and multiple client relationships.

Responsibilities

Revenue Ownership and Profitable Growth

• Own the company’s monthly, quarterly and annual revenue targets.
• Develop and execute a revenue plan showing how agreed targets will be achieved across clients, sectors, products and channels.
• Maintain a qualified pipeline of at least three times the applicable revenue target.
• Ensure that revenue growth is commercially sound and consistent with approved gross-margin requirements.
• Personally originate, manage and close high-value, strategic and complex opportunities.
• Identify new revenue streams, products, partnerships and market segments.
• Monitor performance against target and initiate corrective action promptly where performance falls behind plan.
• Maintain clear visibility of committed, probable and early-stage revenue opportunities.

New Business Development and Strategic Accounts

• Build relationships with brands, media agencies, government institutions, growth-stage companies and other priority client categories.
• Develop account plans for the organisation’s most valuable existing and prospective clients.
• Lead strategic pitches, negotiations, presentations and commercial proposals.
• Expand relationships beyond a single contact by building multiple stakeholder connections within important client organisations.
• Convert CEO-originated relationships into properly documented, company-owned accounts with named internal owners and defined growth plans.
• Ensure that important accounts are not dependent on one the organisation employee or one client contact.
• Maintain an active schedule of client meetings, agency visits, prospecting activities and commercial follow-ups.

Sales-Team Leadership and Accountability

• Lead, coach and manage the Media Sales Executives and other assigned commercial personnel.
• Establish clear individual targets, accountabilities, activity expectations and performance scorecards.
• Conduct regular pipeline reviews, proposal reviews, deal-strategy sessions and sales coaching.
• Improve the team’s ability to prospect, understand client needs, structure solutions, prepare proposals, negotiate and close.
• Allocate accounts and opportunities transparently, with one clearly named owner for every opportunity and campaign.
• Identify performance gaps early and implement appropriate coaching, support or performance-management measures.
• Work with People and Culture on the recruitment, onboarding and development of high-quality commercial personnel.
• Build a sales culture characterised by ownership, urgency, integrity, collaboration and disciplined follow-through.

Pipeline, CRM and Forecasting Discipline

• Own the quality, completeness and reliability of the company’s sales pipeline.
• Ensure that all leads, contacts, meetings, proposals, values, next actions, expected closing dates and outcomes are accurately recorded in Zoho Bigin.
• Ensure that the CRM becomes the recognised system of record for sales activities and opportunities.
• Maintain consistent pipeline stages and qualification criteria across the commercial team.
• Produce reliable weekly, monthly and quarterly revenue forecasts.
• Review ageing opportunities and remove, requalify or escalate stalled deals.
• Track conversion rates across the sales funnel and implement measures to improve performance.
• Ensure that management reporting provides context, analysis, risks and proposed actions rather than merely presenting activity figures.

Pricing, Proposals and Margin Protection

• Enforce approved rate cards, pricing frameworks, discount limits and gross-margin requirements.
• Ensure that vendor costs, client prices, commissions, production expenses and projected margins are properly understood before proposals are issued.
• Review strategic or exceptional proposals for commercial quality and profitability.
• Ensure that unauthorised discounts or below-margin proposals are not issued.
• Improve proposal quality, accuracy, relevance and turnaround time.
• Work with Media and Operations to maintain current information on the organisation-owned assets, approved third-party inventory, vendor rates and availability.
• Identify and eliminate sources of margin leakage during proposal development and campaign execution.

Client Retention and Account Growth

• Establish a structured account-management and client-retention programme.
• Ensure that completed campaigns are followed by proof of execution, performance reporting, client feedback and a renewal or next-campaign conversation.
• Monitor client satisfaction, complaints, service failures and renewal risks.
• Develop cross-selling and upselling strategies across the organisation’s products and services.
• Recover inactive or declining accounts through structured re-engagement.
• Ensure that client commitments are documented and communicated clearly to the relevant internal teams.
• Build a culture in which the quality of delivery supports repeat business and referrals.

Commercial Ownership of the Technology Platform

• Serve as the senior commercial stakeholder for the organisation’s location-marketing platform.
• Work closely with the Fractional Chief Technology and Product Officer and delivery team to translate commercial needs into clear product requirements.
• Ensure that platform development addresses genuine problems affecting clients, sales personnel, media owners and campaign delivery.
• Provide input into inventory search, media planning, proposal generation, pricing, margin approval, CRM integration, campaign execution and reporting workflows.
• Lead commercial user-acceptance testing with Sales, Finance and Media Operations.
• Select appropriate client briefs and campaigns for controlled pilot testing.
• Ensure that the sales team is trained and actively uses the platform once approved.
• Develop the platform’s commercial positioning, target users, revenue model and go-to-market plan.
• Build relationships with media owners, agencies and selected clients whose participation will support platform adoption.
• Gather structured user feedback and ensure that commercial priorities are reflected in the product roadmap.
• Prevent the platform from becoming a technical project disconnected from revenue generation and operational reality.

Cross-Functional Commercial Execution

• Work with Media and Operations to ensure that proposed campaigns are executable, properly costed and delivered as promised.
• Work with Finance to ensure accurate quotations, invoicing, payment tracking, credit control and commission administration.
• Support Finance in resolving outstanding client payments and commercial disputes.
• Work with Marketing to convert content, events, partnerships and campaigns into qualified opportunities.
• Work with People and Culture on commercial recruitment, onboarding, training, performance management and succession planning.
• Identify and eliminate bottlenecks between lead generation, proposal preparation, approval, invoicing, campaign execution, proof of execution and client reporting.
• Escalate material delivery, pricing, collection or client risks promptly, with proposed solutions.

Commercial Strategy and Market Intelligence

• Monitor developments in OOH, DOOH, media buying, location intelligence, advertising technology and client procurement.
• Maintain visibility of relevant competitor offerings, industry pricing and market opportunities.
• Recommend new products, partnerships, market-entry initiatives and commercial experiments.
• Provide commercial input into the company’s annual strategy, budget and operating plan.
• Represent the organisation credibly at client meetings, industry events, partnership discussions and relevant public engagements.
• Produce concise management reports identifying performance, risks, insights, decisions required and corrective actions.

Must have skills

• Strong written and verbal communication
• Cross-functional leadership.
• Commercial negotiation and deal structuring.
• Team leadership and performance management.
• Forecasting and sales analytics.
• Client relationship management.
• Revenue strategy and commercial execution.
• CRM management and revenue operations.
• Proposal development and executive presentation.

Qualifications

• Minimum HND or bachelor’s degree in Business Administration, Marketing, Economics, Communications or a related discipline.
• A relevant postgraduate qualification or professional certification is an advantage but not compulsory.
• At least seven years of progressive B2B sales, business-development or commercial experience.
• At least three years of experience leading a sales or commercial team.
• Demonstrable record of achieving substantial revenue targets and closing complex or high-value deals.
• Experience building pipelines, implementing CRM discipline and improving sales-team performance.
• Experience in media, advertising, OOH, DOOH, digital signage, adtech, SaaS, technology-enabled services or another relevant B2B sector is desirable.
• Experience commercialising a new product, platform or service is a strong advantage.
• Strong network within the Nigerian corporate, agency or advertising ecosystem is desirable.