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nCino
Johannesburg, Gauteng, South Africa • Hybrid
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Lead and coach a team of Business Development Executives to deliver revenue goals across run rate and enterprise segments. Implement disciplined sales processes and MEDDPICC qualification to convert pipeline and close complex transactions.
Requires 8+ years of software sales experience and 2+ years of sales management, preferably within the South African financial services or compliance sector. Must be proficient in structured sales methodologies and capable of engaging with C-level executives.
nCino offers exciting career opportunities for individuals who want to join the worldwide leader in cloud banking.
Reports to: Area Vice President, Africa
Direct reports: Business Development Executives covering both run rate (Essentials, Small, Medium) and enterprise segments
Key working relationships: SDR Team Lead (pipeline handoff and lead quality), Marketing, Partnerships, Enterprise Specialists, Compliance, Onboarding, Finance, Legal, Account Management, and Support
Revenue and Sales Leadership
Own and deliver BDE team revenue goals quarterly and annually, across both the run rate and enterprise segments
Lead, coach and support the BDE team in meeting and exceeding individual and team quota
Attract, hire and onboard top BDE talent to support continued team growth
Commercial Methodology and Deal Execution
Embed the QUALIFY, PREPARE, CLOSE, GROW sales process across the team, with MEDDPICC as the qualification standard for every opportunity
Coach BDEs on applying MEDDPICC in live deals, not only documenting it retrospectively
Support the team in closing large, complex enterprise transactions, including Proof of Value stages and Mutual Action Plans where relevant
Understand target market business needs and accurately articulate the nCino value proposition at executive level
Pipeline and Forecast Discipline
Enforce deal stage review cadence and CRM hygiene so pipeline data reflects real deal status rather than aspirational status
Deliver accurate monthly, quarterly and annual forecasts
Use pipeline and conversion data to identify coaching priorities early, rather than at quarter end
Coaching and Enablement
Run structured, cadenced coaching using the team's Definitions of Done framework and weekly performance tracking
Build the team's ability to sell to the C-suite and challenge executive decision makers
Identify skill gaps and close them through targeted individual development plans
Cross-Functional Collaboration
Partner closely with the SDR function on pipeline generation, lead quality and conversion feedback
Work with Marketing, Partnerships, Product, Compliance, Onboarding, Finance, Legal, Account Management and Support to remove obstacles to revenue
Build and maintain key customer executive relationships and develop strategies for expanding the company's customer base
Co-present at webinars and industry events, in partnership with Marketing, to build market credibility and support pipeline generation
Required
8+ years software sales experience in a fast paced, high growth environment, with a demonstrated record of exceeding quota
2+ years sales management experience, ideally in a B2B SaaS environment
Experience selling into financial services, compliance, or another regulated industry in South Africa is strongly preferred given the FICA compliance context of this role
Demonstrated ability to challenge executive decision makers, build consensus with client executives, and sell to the C-suite
Working knowledge of a structured sales qualification methodology such as MEDDPICC, or demonstrated ability to learn and apply one quickly
Strong listening skills and excellent verbal and written communication ability, including confidence presenting and demonstrating solutions to executive audiences, onsite or virtually
History of success in a collaborative environment, with demonstrated ability to partner across product, sales, professional services, support, finance and marketing
Comfortable using pipeline and performance data to guide coaching decisions rather than relying on instinct alone
Confident public speaker, comfortable co-presenting to external audiences at industry events and webinars
Ability to travel to client locations within South Africa as required to accomplish and exceed goals
Based in Johannesburg, South Africa
Hybrid work environment requiring three days in office to spend time with the team
Travel Requirements: Requires up to 40% travel
Desired
Experience training and developing team members in a fast paced, high performance environment
Experience managing or closely coordinating with an SDR function
Track record of improving cross functional working relationships between sales sub teams
Flexible problem solver who will thrive in nCino's fast paced, collaborative, entrepreneurial environment
Graduate degree and/or other relevant certifications
Pipeline generation: consistent, 4 x healthy pipeline coverage built in partnership between the BDE and SDR function, sufficient to support quota attainment across the team
Conversion rate: measurable, sustained improvement in team conversion through disciplined deal stage progression and qualification rigor
Enterprise execution: demonstrated progress on enterprise opportunities through the QUALIFY, PREPARE, CLOSE, GROW framework, including active use of Proof of Value and Mutual Action Plans
OTE ( On target earnings ) = Base Salary + Incentive based on team performance
Medical aid
Group life cover, funeral cover, and severe illness cover from day one
Retirement fund contribution
20 days of paid time off annually, plus 16 hours of paid volunteer time
Employee Assistance Program for you and your immediate family
A workplace where diverse perspectives are actively sought out and valued - we know great ideas come from people with different backgrounds, experiences, and ways of thinking, and we're committed to building a team that reflects tha
If you thrive in a high-energy, entrepreneurial environment, we invite you to share your passion, ideas and excitement at nCino.
nCino provides equal employment opportunities to all employees and applicants for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, protected veteran status, disability, genetics or other protected groups. In addition to federal law requirements, nCino complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.
nCino is committed to the full inclusion of all qualified individuals. As part of this commitment, nCino will ensure that persons with disabilities are provided reasonable accommodations. If reasonable accommodation is needed to participate in the job application or interview process, to perform essential job functions, and/or to receive other benefits and privileges of employment, please contact us at [email protected].
Our commitment to inclusion and equality includes a strong belief that the diversity of our team is instrumental to our success. We strive to create workplaces where employees are empowered to bring their authentic selves to work.
nCino (NASDAQ: NCNO) is the platform for agentic banking. With over 2,700 customers worldwide — including community banks, credit unions, independent mortgage banks, and the largest financial entities globally — nCino offers a trusted, agentic platform purpose-built for financial services and regulated industries. By deploying AI agents alongside human teams, nCino's dual workforce enables institutions to eliminate inefficiencies, sharpen decision-making and deliver better outcomes for the customers they serve. Working at nCino means you don't have to choose between joining a great culture or building great products — we're proof you can do both. Our core values are deeply entrenched in our culture (#LiveTheSix!), and our growth relies on our employees’ abilities to learn new skills, accept new responsibilities, and assume leadership roles on our growing teams. At nCino, we understand that diversity is a large part of what drives our success, and our inclusive environment is a place where all perspectives and experiences are welcome. We believe that supporting our employees is more than encouraging them to add pronouns to their Slack profiles or providing mental health resources (though we do those things, too!). We strive to create a safe space where employees feel they can come to work as their true selves. 💛 By providing our employees with resources to further their knowledge in their roles, we enable nCino to continue powering the next era of financial services.
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