B2B Sales Executive - Mobility

m-kopa · Kenya

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Role at a Glance

Field-based B2B sales position at M-KOPA building Kenya's electric fleet portfolio. You'll source, pitch, and close multi-stakeholder deals with logistics companies, fleet operators, and delivery platforms. Monthly pipeline target: 100+ qualified leads. Salary: not disclosed. Location: Nairobi and peri-urban corridors. Employment: full-time, onsite.

What This Role Is About

This position sits at the commercial front line of M-KOPA's electric motorcycle expansion in Kenya. You'll build a territory from scratch rather than inheriting existing accounts — identifying fleet operators and logistics businesses, running structured discovery sessions, and steering complex multi-stakeholder deals through procurement, finance, and operations sign-off. The role is fully field-based across Nairobi and surrounding peri-urban corridors, reporting to the Strategic Sales Manager. It suits someone energised by longer deal cycles and motivated by a product that demonstrably reduces costs and emissions for everyday riders.

About M-KOPA

M-KOPA is a Nairobi-headquartered connected asset financing platform operating across Kenya, Uganda, Ghana, Nigeria, and South Africa. The company has reached more than 10 million customers and unlocked over $2 billion in cumulative credit for everyday earners across the continent. Its Bolt electric motorcycle is purpose-engineered for boda boda operators and last-mile delivery riders, embedding pay-as-you-go financing, insurance, and remote asset monitoring directly into the vehicle — making formal credit accessible to a segment historically excluded from it. M-KOPA has been recognised by the Financial Times as one of Africa's fastest-growing companies four years running (2022–2026), featured on CNBC's World's Top Fintech Companies list for 2025 and 2026, and included in TIME's 100 Most Influential Companies in both 2023 and 2024.

What You'll Be Doing

  • Sustain a qualified pipeline of at least 100 active B2B leads each month, drawn from logistics hubs, delivery platforms, corporate fleet managers, ride-hailing operators, NGOs, and SACCOs — with every interaction accurately logged in the CRM
  • Conduct structured discovery meetings to map each prospect's fleet composition, cost model, and buying process, then present the M-KOPA Bolt proposition: PAYG financing terms, total cost of ownership versus petrol, embedded insurance, and remote asset monitoring
  • Prepare tailored financing proposals covering fleet size, deposit structure, payment schedules, service commitments, and onboarding timelines, then manage multi-stakeholder sign-off across procurement, finance, and operations
  • Execute confirmed closings and oversee new fleet client onboarding end-to-end — rider training, motorcycle handover, PAYG account activation, and first-payment confirmation
  • Provide Customer Success with a thorough account briefing at handover to ensure seamless relationship continuity
  • Track competitive pricing, financing terms, and product features from electric mobility rivals and relay those insights to the Commercial and Product teams
  • Coordinate lead flow with Telesales, Field Marketing, and Customer Success in shared territories, and represent M-KOPA at industry events and fleet operator forums

Must-Have Requirements

  • 2–4 years of B2B sales experience with a verifiable record of meeting or exceeding quarterly revenue targets
  • Proven success selling to fleet operators, logistics companies, delivery platforms, corporates, or financial services clients involving multi-stakeholder buying cycles
  • Disciplined pipeline management habits: accurate CRM records, reliable forecasting, and consistent funnel ownership
  • Strong consultative communication skills — able to adapt your message to a procurement manager, CFO, and operations lead within the same engagement
  • Proficiency in Google Workspace and at least one CRM platform
  • Valid driving licence and readiness to work extensively in the field with a high degree of autonomy

Nice to Have

  • Prior experience in electric mobility, clean energy, asset financing, or PAYG product environments
  • Familiarity with boda boda economics or last-mile delivery operations
  • An existing network among fleet operators, logistics SMEs, or ride-hailing platforms in Kenya
  • Working knowledge of mobile money-based payment models

Skills Breakdown: Must-Have vs. Nice-to-Have

The non-negotiable core here is consultative B2B selling — specifically multi-stakeholder deal management and disciplined CRM hygiene. Google Workspace proficiency and a valid driving licence are firm gates, not preferences. The nice-to-have cluster (electric mobility background, PAYG familiarity, an existing Kenyan fleet network) will materially compress your ramp time but is not a prerequisite on day one. Seniority reads as mid-level: 2–4 years of relevant field experience is expected, with enough autonomy to own a territory independently and the credibility to engage both C-suite contacts and operations leads within the same deal.

Salary & Compensation

M-KOPA has not published a salary range for this position. No base figure, commission structure, or bonus details appear in the job description. Candidates are encouraged to raise compensation expectations during the interview process. One important note: M-KOPA explicitly states it does not charge recruitment, processing, or interview fees at any stage of the hiring process — any solicitation for payment purportedly from M-KOPA is not legitimate and should be reported.

What M-KOPA Offers

  • Structured career development programs and coaching partnerships
  • On-the-job training and professional growth support
  • Family-friendly workplace policies
  • Employee well-being focus
  • Flexibility in how you manage your work

Location & Work Model

This is a fully field-based, onsite role. Day-to-day coverage spans Nairobi and peri-urban market corridors across Kenya. No remote or hybrid arrangement is indicated. The listing does not address relocation support, and visa sponsorship details are not provided — applicants should clarify during the hiring process. A valid driving licence is a hard requirement given the significant autonomous field time expected.

Frequently asked questions

Is this a remote, hybrid, or onsite role?

This is a fully onsite, field-based position. You will operate across Nairobi and surrounding peri-urban corridors in Kenya. The job description does not indicate any remote or hybrid working arrangement.

How much experience is required?

The role targets candidates with 2–4 years of B2B sales experience and a demonstrable track record of meeting quarterly targets. Experience with multi-stakeholder buying cycles in fleet, logistics, delivery, corporate, or financial services environments is specifically expected.

Is there a monthly pipeline target I will be held to?

Yes. The role requires maintaining a qualified pipeline of at least 100 active B2B leads every month, sourced from logistics hubs, delivery platforms, corporate fleet managers, ride-hailing operators, NGOs, and SACCOs.

Does the M-KOPA Bolt come with financing built in, or is it a straight vehicle sale?

The Bolt includes embedded financial services — specifically pay-as-you-go (PAYG) financing, insurance, and remote asset monitoring. A significant part of this role involves preparing and presenting tailored financing proposals covering deposit terms, payment schedules, and service commitments to fleet clients.

Does M-KOPA charge any fees during the recruitment process?

No. M-KOPA explicitly states it does not charge recruitment fees, processing fees, interview fees, or any other form of payment at any stage of the hiring process. Any request for money claiming to be from M-KOPA is not legitimate.

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